Sales Presentation Foundation from Steven J. Schwartz - SJS Productions Inc. - Sales Techniques

SJS Sales Effectiveness Systems - Steven J. Schwartz, Author of How to Make Hot Cold Calls

Sales Presentation Self-Assessment Tools from Steven J. Schwartz

THE PRESENTATION FOUNDATION

Anything you build in life is only as good as the foundation it's built upon. The same holds true for presentations. Begin with defining your audience since your message ultimately is about their needs, not yours.

What you know about your audience helps define your objectives (objectives allow you to measure success), and what you know of your audience and your objectives gives you the essential ingredients that make your presentation successful.

Define the Audience:

The number of people.
Industry.
Position.
Audience Expectations.
The number one issue affecting your audience.
Audience Jargon/Buzz Words.
Audience Type.

Set Presentation Objectives:

Length of Presentation.
What you want the audience to do at the end.
What you want the audience to learn.
What you want the audience to experience.
The overall impression you want to impart.
How you want the audience to feel.
If the audience walks away with one thing at all it should be:

Basic Presentation Ingredients:

Based on what you know about the audience, determine the essential elements of what you need to say and do in order to meet each and every one of your objectives. It's fine to just jot your ideas down in point form. This will form the basis of the content of your presentation which you will reference once you're ready to put your presentation together.

Main thoughts.
Powerful words that you know your audience responds to.
List anything you will need to demonstrate.
Important examples/case studies/success stories.
Exact words your audience uses all the time.
Express in simple terms the opportunity you are sharing.
Detail what is totally unique about your offering/opportunity.
Key benefit statements.
Check to make sure that your answers to 1-8 reflect the nature of your audience, and will help you meet your stated objectives.

Next: the Presentation Story Outline
Start: Sales Presentation Self-Assessment

For additional help refer to the best-selling book "So Your Foot's In The Door...Now What?"