We
know from decades of sales presentation and coaching initiatives that the first
few statements of your sales presentation are critically important.
It
is right at the start that you engage or disengage your audience. What you say
at the beginning can make the difference between attentive listeners or those
who fiddle with their smart phones while you speak.
Here
are three elements you should cover upfront to capture their attention:
- Open with a question, comment, story or example that the audience can relate to easily that is relevant and interesting to them and their situation.
- Continue with the purpose of your presentation and, briefly, the main points you will cover to set the stage. Include a description, again briefly, of your experience to establish your credibility on the topic at hand.
- Then be clear about what the audience will gain from listening to you. In other words, what will they learn that will benefit them?
