Presentation Mastery

No nonsense approach to the perfect sales pitch

Whether you’re teaching a lesson, running a staff meeting, or talking to your customer, Dev Basu’s idea will help. Dev says think about “the after taste.”

The after taste! It’s a brilliant way to construct a more powerful presentation. In fact, it’s a powerful way to construct anything! How will people feel after you’re done? And, it makes creating a presentation oh so much easier because rather than trying to force every data point, fact, figure, blah, blah, blah, into the presentation, it changes the focus to what feeling they’ll take away.

Will they feel hopeful?
Will they feel like they can trust us?
Will they feel that we care about their success?

It’s how they feel about us, our message and our product that significantly determines the outcome of the race. This is especially true when you can’t really tell the difference between your offering and your competitor’s. We all gravitate to the person/company who makes us feel good about ourselves.

If you don’t believe me, just watch the US Presidential candidates.  My 83 year old mother remembered little about the points Obama and McCain offered during debate #1, except that McCain never looked at Obama. A previously undecided voter, that feeling she had about McCain clinched it in her mind. A good point to consider the next time you present with others, whether as part of a team or with competitors. Do you handle the hand-off respectfully? Do you help your listener’s feel like you respect all panelist’s opinions? Do you smirk, smile or sigh? You can disagree, certainly, but if your customers leave with a yucky aftertaste, if you aren’t seen as respectful of everyone, don’t expect to come out the sales winner.

It’s about the after taste. When you finish teaching the lesson, do the participants feel like they know something that will in someway give them the edge? When you end the staff meeting, does everyone leave the meeting feeling good about the future? When you end the sales pitch, does your prospect feel like you care more about her success than your own? Focus on “the after taste” and you’ll approach your next presentation perfectly.

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