Tip of the Month
The IMPAX Tip of the Month is written for business development professionals who have learned and are implementing the IMPAX Process (in the form of IMPAX Strategic Account Sales Process, IMPAX Superior Account Management Process and IMPAX Strategic Inside Sales Process, among others). These Tips deal with subjects including Research, Communication and Presentation. For more Tips on dealing with Procurement, interviewing, relationship development, effective presentation delivery and much more, see the Tip of the Month archive and our book, Beyond Selling Value.
Maximizing Presentation Potential
One of the three key elements of the IMPAX Process is the presentation. This is where we leverage the good research we’ve done and capitalize on the fact that we’ve been able to navigate the organization to gain access to a senior level who can buy our value. For many of us, this is the highlight of the sales process. It’s our time to shine and an opportunity to compel the decision maker. Unfortunately, for many of us, it’s also a nerve wracking experience that is anything but pleasant. One of the best things we can do to calm our nerves and make the most of the opportunity is to rehearse the presentation effectively.
One way to think about an effective rehearsal session is to describe what it is NOT:
- It’s not “changing the font size on slide 47” and otherwise “fine tuning” the deck
- It’s not “talking about what we plan to talk about” in the presentation.
An effective rehearsal session involves actually delivering the presentation in role, as if to the customer, as many times as is necessary to feel prepared. Preferably, this is done in front of a knowledgeable audience that can give both positive and constructive feedback. Consider these steps when rehearsing:
- First, rehearse to master the content – know what you intend to say and the transitions you will use to get from point-to-point and page-to-page
- Then hone your delivery skills – improve your eye contact, movement, gestures, pace, tone and use of media
- Finally prepare your team – if you have other people involved, make sure they know exactly what role they will play. If you have a co-presenter, actually rehearse the hand-off from one presenter to the next.
Lastly, rehearse the opening and the closing a few more times. After all, the first and last 90 seconds are the most important moments in a presentation. The opening sets the tone and the closing transitions the presentation to a roundtable discussion.
No doubt we are all busy, but are we too busy to take the time necessary to be fully prepared? Rehearsing effectively is the best way to take advantage of these rare opportunities.
Every month IMPAX provides thousands of sales and account management professionals with a thought leading Tip of the Month. These tips support and expound on the IMPAX Process by addressing topics such as executive presentation delivery skills, powerful gatekeeper strategies and compelling interviewing techniques.
Please fill out the following form to receive your Tip of the Month via e-mail.