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, Part 2
In our last Tip (August, 2015, Maximizing Presentation Potential) we talked about the importance of rehearsing our presentations, and shared some strategies for rehearsing effectively. Specifically, we talked about rehearsing to master the content, improve our delivery proficiency and to prepare our team. Once the presenter feels very comfortable with the presentation, our advice is to go back and rehearse the opening and closing several more times.
The opening of the presentation is critical. This is where the presenter gets to show the audience that they are prepared and confident. Of course things go wrong – planes are late, rooms are double booked, equipment fails… The presenter needs to put all of this behind them and inspire the audience that they are ready to make good use of their time. A good presenter should be able to deliver the introduction, presentation objectives and agenda without reading their slides (much less using notes). If a presenter doesn’t know exactly what they want to accomplish, the audience picks up on this immediately and starts to wonder if this is going to be a worthwhile use of their time. A prepared presenter puts the audience at ease and gains trust from the beginning.
The close of the presentation is even more important than the opening. After all, the close is the reason we came – this is our opportunity to suggest to a decision maker how we feel we should move forward, and ask them how they want to proceed. We need to nail this! Yet the closing comes at the end, when our energy can dip and our confidence can ebb. A strong presenter creates an appropriate tone (assumptive and enthusiastic but not overly aggressive), lists the recommended action steps, and sits down to close the decision maker with a direct closing question.
An inspiring opening and a compelling closing – 2 great reasons to rehearse our presentations.
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.
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