Are You Really Ready to Present?

Situation: The day for your important client meeting has arrived. You are now in the parking lot, ready to walk into your client's office.

Complication (in this case, the OPPORTUNITY): The opportunity is here for you to put all of your preparation, planning, and practicing into action...it is time to PRESENT.

Implication: Sometimes in the few minutes before an important sales presentation or meeting, the anxiety levels are high. Will we do well? Will we remember our plan? Will we demonstrate executive presence?

Position: This meeting is all about your CLIENT. The time for preparation has passed, and the time to focus on your client and their needs and objectives is here. REMEMBER: The reason you are so thoroughly prepared is so that you can be authentic and agile in the moment.

Three Actions:

1. Take a deep breath, smile, and greet your client with enthusiasm.
   
   
2. Be willing to be flexible if their needs have shifted. Listen.
   
   
3. Refer to your notes to keep on track and support your team members when they are sharing information or engaging in discussions.

Benefit: Because you have prepared, planned, and practiced, during the actual sales presentation, your confidence is increased. You are able to listen, respond, and flex your agenda based on what you discover in your discussion. Because you are focused on your client's needs, relationships are strengthened and trust is built.