Presenting
o
o
o
o
o
o
o
o
o
Data oriented
Structured approach
Low key, logic based
Be sure that they understand
your structure
Emphasize test proven
benefits
Visual aides, charts and
graphs. "Leave behinds"
Don’t exaggerate or act
flamboyantly
Point out positives and
negatives of your offering
Use a detailed summary as a
close.
Presenting
o
o
o
o
o
o
o
o
o
Convince of your sincerity.
They have a hard time saying yes.
Don't sound "canned."
Make it look real informal but well
organized
Empathize. Reflect their feelings
Spend time on the relationship
during the presentation
Be open and candid
Use an interesting, entertaining
style
Assume the sale and move to the
next step.