At the heart of the IMPAX Process, we work to leverage our research to identify and gain access to senior level decision makers, so we can compel them to buy our value. How do we compel them? We compel them by making a customer oriented business presentation. In fact, one of the premises of the process is, "The power of a business presentation exceeds the power of a product demonstration or discussion."

Yet, millions of presentations are given every day, and the average decision maker is the target of so many pitches. What can we do to stand above the rest?

One thing we can do is literally stand up to deliver our presentation. It sounds so simple, but standing up is a more effective way to deliver an important presentation than sitting down across a table. By standing up we are sending a message that we are prepared, confident and action oriented. It shows that we have done our homework and are ready to do business.

This isn't just theory. It's been proven that standing up to deliver a presentation is more effective than having a discussion. The University of Minnesota conducted a study and found that a person who stood and presented with appropriate visual aids was 46% more likely to win a deal. Also, on average they got a 23% higher price. All because they stood up and presented.

Remember, it's not enough to get to senior level decision makers. We have to be so good we get invited back!