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In This Chapter

▶ Comprehending today’s requirements for an effective presentation

▶ Putting together a presentation that persuades

▶ Taking the steps to prepare for your presentation

▶ Handling today’s presentation challenges

▶ Adapting for special types of sales presentations

Way back in the 1980s, salespeople didn’t have to compete with smartphones and tablets for their prospect’s attention. Rarely more than one or two decision makers were involved, and buyers had much less access to information on your product or service. You certainly didn’t do virtual presentations or demonstrations. In the second decade of the 21st century, technology continues to change and so do your prospects. Yet when it comes to sales presentations, too many salespeople are still using tools and techniques from the ’80s. At least they’ve dropped the leg warmers.

Today’s selling environment requires a whole different approach to your presentation. To give a presentation that persuades today’s busy prospects, stands out from your competition, and is remembered when buying decisions are made, you need to start carrying some tools from the present in your presentation kit.

This chapter serves as your jumping-off point into sales presentations of the 21st century. Here you discover the requirements for an effective presentation that resonates with today’s decision makers. I introduce a persuasive structure that makes a compelling case for your product or service. You can see why paying attention to your voice, your body, and how you use your surroundings pays off. You also can discover what tools are winning the war for attention. And finally, I explain what adjustments you need to make in special presentations like team selling and web presentations.