Organization

Steve’s Sales Coaching Tips

Presenting with Power and Getting Results! – Part 2

To organize your sales presentation, begin by outlining the body or main points. This often gives you the inspiration for a strong summary, which in turn provides the basis for an attention-grabbing introduction.

Outline your main points

-Rank your ideas in order of importance.
-Select those that tell your story and support your message.
-Limit yourself to 3 main points. (The less you say, the more they remember.)
-Arrange them in logical order.
-Add necessary subpoints.
-Expand your outline to include the necessary detail.

Plan your time

-Tailor your information to the time available. What will you cut if time runs out?
-Divide your outline into timed modules.
-Separate these modules by transitions.
-Allow enough time for questions.

Develop your closing

-Begin with a signal that you are concluding.
-Restate your message.
-Reiterate your main points.
-Relate your remarks to your listeners.
-Tell the audience what you want them to do.

Prepare your opening

-Have a “grabber”. Get their attention. Get minds revving!
-Tell who you are and how much time you need.
-Explain why you are talking about this subject to this audience.
-State your message up front. It shouldn’t be a mystery novel.
-Preview your main points. Tell ‘em what you’re going to tell ‘em.
-Give a signal that you are moving on to the body of the presentation.

Remember:
A presentation that is carefully organized gets results. Audiences pick up immediately on the haphazard and the illogical. On the other hand, they appreciate being quickly guided through complex material by an expert.

Good Selling!