What You'll Learn: - What you should run through before every sales presentation you give. - Whether or not your presentation passes the “airport test.” - How to design a compelling presentation to close more deals.

1. 10 Tips for Selling
to Executives

2. PRESENTATION
BASICS

3. The most effective presentation is the
one that you can give confidently

5. Confidence
● Rehearse alone. But not too much
● Gut check from a friend
● Time yourself
● Less is more
● If you can’t tell the story without slides,
then you can’t tell the story

6. Presentations are not reports
aka
“The Airport Test”

7. Presentations are not reports
● The presentation and the leave behind
should be different things
● Customize: if you’re saying the same thing
each time, you’re doing it wrong

8. What are you wearing?

9. Lab coat? Suit? T-shirt?
● Know your audience and present
accordingly
● Know yourself: are you capable of delivering
the necessary content? If the answer is no,
find someone who is

10. Never assume the audience knows

11. Just tell them what you do. Again.
● Set an agenda
● Take 5 mins to review
● There are often new people in the
room

12. Never assume the audience cares

13. What’s the problem?
● Agree on the problem being solved
● If they disagree, then THERE is you
presentation

14. Blind them with (Neuro)science

16. “Write your clicks”

17. Be conversational
● It’s a presentation with many slides. Not
many one-slide presentations
● Know the next slide
● Use verbal transitions

18. Don’t be afraid to speak right to left

19. Point A Point B Point C
Audience Expectation
Example 1
Example 2
-Point A
-Point B
-Point C
Audience
Expectation

20. Dump the script
● Jump around
● Get them talking sooner
● Don’t freak out about making it through
your slides
● Ask to be interrupted

21. “We are the music makers and we are
the dreamers of dreams”

22. The audience wants you to be the
expert
● You tell the audience what’s important
● You never apologize
● You don’t think, you know
● You focus on what you want them
to focus on

23. Executive
Tips

24. Quality can be a surprise but
content shouldn’t be.

25. Understand expectations
● Get alignment ahead of time
● Get alignment again
● Give them want they want

26. “Don’t bore us, get to the chorus”

27. AKA “GTTFP”
● Time isn’t on your side
● Don’t bury the lede
● It’s a miracle if you make it through
your slides

28. “Clarence lives at home with both parents, and
Clarence parents have a really nice marriage.”

29. Anticipate Responses
● Prepare for any direction
● Response block
● Don’t avoid controversy

31. Questions?