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Four P's of a Super Presentation

Do you make presentations for your company? Sales presentations? Product presentations? Project design presentations? Virtually any kind of appearance that you make in front of a prospect or client can be viewed as a presentation.

Making an influential and powerful presentation shouldn’t be taken for granted. You can master the art of a powerful presentation with the four P’s of a Super Presentation.

1. Promptness.

Unwarranted tardiness is an unforgivable sin when making a presentation. Arrive early. In this case, early means at least 15-minutes early. Early arrival allows you time to acclimate to the environment in which you will be giving your presentation. If you
have to setup products, props, demonstration models or a meeting room, arrive even earlier. If you are meeting with a prospective customer, early arrival sends a message to your prospect that you are serious, dependable and reliable. It allows you the convenience of reviewing any notes you may have collected about your prospect. Observe the surrounding conditions of your prospect’s home or business to glean additional information that you could use in your presentation. Look for items of interest that you could use to build a friendly conversation with your prospect.

When you arrive early it also helps you to gather your composure and not feel rush when meeting with your prospect or client. When you arrive at the last minute or late, your prospect can get the feeling that you are rushing through their appointment and not giving them the adequate time they want and deserve.

I know “stuff happens”. So, if you are going to be late, use that fancy cell phone of yours to call ahead and notify the prospect. A courtesy call to your prospect may give you the edge that you have been looking for.

2. Be Prepared.

I can’t imagine Tiger Woods showing up to a golf tournament and not taking any practice swings. In fact, he has hit every club in his bag tens of thousands of times on the practice range. When he pulls out a 9-iron during an official round, he is completely comfortable with his ability and is totally prepared for the result.

Rehearse your presentation. You can rehearse your presentation out loud or silently. Ask for feedback from your friends, colleagues and even from your customers. Learn what works for you and your personality and what needs to improve. Consider carrying a cassette recorder with you and taping your next presentation (with your prospect’s permission).

Have all of your support materials, demo products and paperwork in order and completely available for your presentation. Anticipate questions that your prospect may ask and prepare the answers to those questions in advance of your arrival. There is no substitute for quality preparation. Your disciplined approach to your presentations will result in closing more sales.

3. Personable.

The number one reason your customer’s buy from you is likeability. Think about your last major purchase. Would you really have purchased that new truck from a jerk salesman just because he said he had the lowest price in town? Not likely. The truth is that price is not really at the top of most prospect’s list of reasons to buy. Trust and confidence is far more important.

Your ability to create unbreakable rapport with your prospect is crucial. Be genuine and enthusiastic about your presentation. It is always better to be a little over zealous than to be lazy or apathetic about the product or services you represent. Enthusiasm is contagious.

Understand that your prospect has his/her own reality. The manner in which they communicate and process information is very individualized. Tap into their reality by asking sincere, probing questions that will elicit a favorable response. Help them feel at ease with you. Converse with your prospects as though you were chatting with your best friends.

4. Professional.

I am asked all the time in my seminars and workshops how a construction industry professional should dress. Here is a rule of thumb that will always work. Dress at least one or two levels above your competition.

If your main competition is Bubba who works out of his wrecked primer gray van, wears a T-shirt, faded jeans with worn out tennis shoes and takes his old dog to the
job site, then you need to get some new competition. Dressing one level above Bubba just ain’t that hard.

What would happen if you showed up to your next sales presentation wearing a pair of slacks, a pressed cotton shirt and a necktie? And imagine if your shoes were “military spit shined”? The point is that your dress and grooming is a reflection of your level of commitment and professionalism. I know we live in a “dress down” society. I don’t make the rules, but the rules still say that your prospect will judge you by the way you dress and the way you present yourself.

Being professional means that you will present clean, professionally created printed materials. Your presentation package should be neat and appealing. One of the biggest no-no’s in our business is using too much industry jargon. Speak to your prospect in plain English and explain construction industry terms to your prospect in a way that they will understand.

Making a Super Presentation to your prospect involves many
aspects. When you combine all of the above, your sales success
will soar. Till we meet again, take great care.

May 29,2003

Paul Montelongo

"America's Construction Industry Motivator"

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