1. Get to know the person before the presentation.
It will help you "read" how they're feeling about what you're saying as the meeting progresses.
2. Get the person to interact.
Get them involved by asking questions.
3. Ask their assessment of the situation.
Adapt your presentation, if needed, to take their perspective into consideration.
4. Keep it somewhat informal.
Move around, sit down, stand up, interact with your presentation.
5. Keep your presentation aids minimal.
Be ready to improvise on the spot.
6. Be prepared with credentials and applicable case histories.
Have the backup and the proof you need to make your points.
7. Know the company.
8. Use the word "you" a lot.
Whenever possible, and when it makes sense, use the person's name.
9. Learn to "slide" into the presentation.
Go from the warm and friendly stuff to the reason you're there smoothly and sincerely.
10. Never forget the three most important rules to closing the sale.
Prove you can get the job done. Get along with the client/boss. Sell ideas, not capabilities.
Terri Levine, Ph.D., MCC, is the best selling author of several books including: "Work Yourself Happy", "Stop Managing, Start Coaching", "Coaching for An Extraordinary Life" and "Create Your Ideal Body". She is the founder of 2 international coach training programs that have global reach: The Coaching Institute, www.coachinstitute.com and Comprehensive Coaching U, Comprehensive Coaching U Home. She can be contacted through the web at www.terrilevine.comor by phone 877-401-6165.
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