2008 April « SUMOsuccess

Archive for April, 2008

How to present One on Ones and to Groups

April 16, 2008

How To Present One-on-One

So you would do the Greet step, the Qualify step and then do the Present step. Within the Present step you:

Give the global overview of what you’re talking about and how your prospect fits into that overview.
You then make your main point. Your main point is the direction your entire presentation is taking.
Next you would educate your prospect on topics or subjects that your prospect needs to understand in order to understand what you will be explaining.
Then, you make your first point. The difference between a “main point” and a “point” is your main point is the direction you’re heading and a point would be ONE item that supports that main point.
After you make your point, you then support that point. You’re only one person; prove you’re not the only person that supports this point.
Next you confirm with your prospect that they understand and agree with the point you made.
You then make your next points following the same procedure of supporting the point and confirming that point with your prospect until you’ve made all your points.
After all your points have been made, you conclude (or summarize) all the points that prove your main point.
Finally, you make what you’ve presented simple and offer the solution. This would merge you right into the remainder of the Presenting Formula at the Close to Action step.

Below is an image of how to present to groups of people. I included this image so you can see that the only thing that is different is that you don’t confirm agreement on each point like you do in a one-on-one.