Sales
Training Videos, Presentation Skills
The 4 P’s of Presenting Persuasively
by Sam Sanders
There are many
elements to giving a successful and persuasive presentation. I have
simplified the key elements into the 4 P’s for persuading - Planning,
Preparing, Presenting and Performing.
Planning
- Some of the basic ingredients from The Art of Presentation (TAP)
for planning are:
-
Establish a
clear objective. If you don’t have a clear idea of what you want your
audience to do as a result of your presentation, don’t expect them to know or
expect to win the business.
-
Know your
audience. Know what their likes, prejudices and needs are. For a
sales opportunity, identify the pain that the company and individuals have and
how your product or service can solve it.
-
Provide
evidence and proof to persuade the audience that your ideas are valid or
benefits of your solution will accrue to them. This takes time and
research.
-
Preparing
- Where do you start and where do you want to take your audience? TAP
provides several different blueprints that will help you customize and organize
your presentation for the type of audience you will address. The TAP
blueprint will save you time in preparing your presentation and will literally
funnel the audience to YES.
Presenting
- Most presenters spend the bulk of their time on gathering the facts and little
time on the planning, preparing and delivery skills needed to persuade.
Studies at Stanford and Wharton, have shown that how a subject or
proposal is presented is more important than the facts, though the facts have to
be right. In a detailed breakdown it was proven that the effectiveness of
the presenter represented 93% of the persuasive process versus 7% for the facts
themselves. Don’t you think it makes sense to work on the 93% of the
persuasive process? The delivery skills of eye contact, gestures, movement
and voice modulation connect you with the audience and create chemistry and
trust. TAP training also shows you what to do and what to avoid when
presenting. -
Performing
– How do you keep the audience’s attention on you and your message? Like
any good performer, you need to rehearse and become comfortable with your
message. Rehearsing in front of peers is very helpful, as they will see
things that are missing, such as good flow, words or phrases that might solicit
a negative reaction or poor delivery skills, which can cause you to lose
credibility. The more you rehearse the more natural and persuasive you
will appear to the audience.
By using TAP’s 4
P’s of presenting persuasively you will have more fun giving presentations and
the audience will get more out of them. I invite you to find our more
about TAP on our website at
www.theartofpersuasion.com.
Sam Sanders,
the Developer of TAP, is recognized as one of the all-time leading
salespeople in the computer industry. TAP has been adopted by IBM for
their sales presentation training and is available as a self-paced video
training program or as a customized in-house program.
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preview the video
the workbook
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The Art of Presentation offers
a sales presentation training video and workbook
that includes the following useful tools to put in your sales toolkit:
The Pyramid of Persuasion
"A ten step process for planning the persuasive and winning presentation"
The Presentation Blueprint
"7 different blueprints to organize a presentation for any audience - a great
time saver for organizing your winning presentation"
Going beyond Features and Benefits
"The tools to build the evidence and proof to differentiate your offering and
win the business"
Building Chemistry and Trust
"Delivery skills to get the prospect to want to do business with you and your
company"
Handling Rough Times
"The tools to prepare for difficult situations and the unexpected"
Confidence
"The result of using the TAP method"
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could bottle success and sell it to you?
The Art of Presentation does just that!
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