Most people are eager to present their ideas, services, and products to potential buyers, whether internal or external. They are convinced of the value they provide, are fired with enthusiasm, and certain that if they can just present their unique features and benefits, listeners will inevitably agree and say yes to next steps. And, then again, maybe not.
Do NOT Present If…
You do not fully understand the needs of the listeners.
When this happens, you risk presenting features and benefits that may not be relevant. The net effect is that listeners will feel you do not really understand their 
situation.
You do not fully understand what is happening in their company NOW that creates a need for your services.
Nobody makes a major investment unless there is a compelling reason to change current systems, procedures, training, technology, etc.
You need to understand that reason, its implications for the listener and his/her company, and the value to the company if the current situation is improved. When you understand the “Why now?,” you are better able to play into that urgency and to have others accept the value of your recommendations.
You have not identified and understood the agendas of the various stakeholders who would be involved
In a world of short attention spans and multiple decision-makers and influencers, it works to your advantage to be able to speak to the concerns of all stake-holders who will be affected by your ideas, recommendations, or products, not just the financial decision-maker. These other people may not be able to say “Yes,” but they can often vote “No” and ultimately kill your sale.
Resonance is the Goal
When you have the answers to the issues above, your presentation is more likely
- To resonate with listeners on profound business and personal levels
- Win their confidence, and
- Lead to the maximum amount of profitable business possible for you.
(The right kind of) knowledge is presentation power and timing is everything.
Anne Miller
Words Matter – Make What You Say Pay!
Make Sure Your Presentations & Demos “Resonate” with Clients!
Call today for individual coaching or team workshops and learn how to turn information that tells into a story that sells. 212-876-1875 amiller@annemiller.com 
“Anne and I recently worked together on a speech I gave at a large conference. She helped me turn a series of somewhat interesting points into anexpertly crafted, compelling and actionable story. Together, we built a storyline with attention-grabbing headlines. We worked and re-worked the language, making sure every word was important. Finally, Anne coached me on the delivery. The result was so exciting – I’ve never been so well received in a speech before. Thank you, Anne!” Kate Griffin, Vice President, CFED.org
What’s in a (Strategy) Name?
- Do you recommend strategies to others?
- Would you gain faster acceptance if you named that strategy?
- What if you pick the wrong name?
Find out how one man changed the strategic direction of an organization with a simple name change in my latest Metaphor Minute Newsletter.