Chapter 18
Practicing Presentation Skills
CHAPTER OVERVIEW
Structure Your Presentation
1. Use the Change Formula
Exercise 18.1. Use the Change Formula
2. Match Your Selling System
Exercise 18.2. Outline the Presentation
3. Match Your Proposal Structure
Exercise 18.3. Match Your Presentation to Your Proposal
Prepare and Rehearse
Prepare
Rehearse
Deliver the Sales Presentation of a Lifetime
I do a lot of keynotes, so I’ve had years of training (and spent a lot of money) to hone presentation skills. The last few years I’ve been writing columns for financial services magazines and have come across a serious problem with salespeople who have to present in front of groups. Most have had no training. It shows, and it costs them money, lots of commissions. ...
