Does Your Preparation Exceed Your Presentation?

Do you compare your presentations to a startup funding request for venture capital?

How much money did you ask for in the past 12 months? Enough to start a small company. I bet. If you don’t know, shame on you!

When you do know, will the light of prosperity shine bright, changing how you prepare for every presentation?

Are you following a pre-performance checklist like any great athlete, performer, or pilot? If not, you’re setting yourself up to fail.

Grade yourself on this quiz from 1-10 (one is low), based on your last five presentations. If you don’t remember all five, use those you remember, even if it’s only your most recent presentation. Don’t mix presentations. Consistency wins.

1. I practiced at least one hour for each $5,000 in revenue.
2. I addressed at least 90% of all objections before the buyer raised them.
3. I knew both the financial and non-financial reasons why the buyer should hire me.
4. I demonstrated my Intelligent Distinction and I knew the buyer understood my differences.
5. I created insurance understanding by widening my Intelligent Distinction to allow the buyer to sell themselves
6. I made sure my presentation touched the heart. (touch the heart and the mind will follow)
7. To make my points, I used at least three relevant stories that engaged the buyer.
8. I used at least three testimonials relevant to the points I wanted to make
9. I used at least three relevant claims stories to highlight claim situations and score points
10. My buyer laughed or smiled at least three times in 10 minutes. i.e., I can confirm my presentation wasn’t boring.
11. My buyer knew that if we were a strong business fit, I wanted this to be a lifetime relationship.
12. We discussed what events might disrupt this relationship.
13. We mutually agreed what exit barriers must be in place to assure the lifetime relationship.
14. The buyer knew I understood their business because I made my presentation “as an industry insider.”
15. In previous visits, I focused on how the buyer buys so that I could present in their buying style.
16. If I were less than 80% sure the buyer would hire me, I blamed myself, telling the buyer: “I haven’t earned the right to manage your program. May I stay in touch through mail, visits, phone calls, and e-mail as your understudy to provide money-making and cost reduction strategies until we both feel that we’re a stronger business fit?” (The answer should tell you where you currently stand).
17. My opening presentation focused on the buyer’s hot button from information I gleaned during my earlier visits.
18. I addressed pricing during each visit, and disclosed my cost near the opening of the presentation.

SCORING

165-180: Bands play. Bells ring. Fireworks light the sky. Congrats, you have a great chance of getting the business!

150-165: You have a chance at the account, but you’ll have to work for it.

Score less and your presentation is essentially a pure price sale – which means you should walk away and grow stronger during the year so that you can get the business the next time around. Remember, you want to develop a lifetime relationship.