Chapter 2

Discovering What You Need to Know Before You Begin

In This Chapter

arrow Figuring out the opportunity

arrow Developing a persuasive presentation

arrow Understanding where to find the information you need

arrow Having conversations that produce insights and build rapport

arrow Tracking your progress with a presentation plan checklist

You have an opportunity to present your product or service to a qualified prospect, which is no easy feat in today’s competitive landscape. After you finish high-fiving yourself, your team, or your dog, what’s your first order of business?

  • Pulling out the standard deck and you’re ready to go.
  • Diving in to PowerPoint to start cutting and pasting from previous presentations.
  • Creating a presentation plan to gather all the information you need.

Whether you have 10 minutes to prepare or 10 days, the third option is the winning choice. In a competitive market, planning plays a more critical role than ever in the success of your presentation. Planning means gathering as much ...

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