December 23, 2011

Business presentation – Why 80% of them fail

Reason's for business presentation failure

Often we develop a business presentation format (content, tone, style, format etc) and expect to be able to replicate delivery of this set presentation. The challenge – You cant deal with everybody the same way

So how does this manifest itself in the business presentation situation

Firstly – individuals listen / follow differently. This is a really simple example "No Problem" could mean there is no problem or could mean "No; Problem" i.e. No we cant do, that it would be a problem. The challenge exists of miss communication where I say one thing and you interpret something completely different
Listening abilities; apparently we think at 500 words per minute.

So we start a presentation,
In presenting ideas the recipient is processing the ideas and information provided and working out what you said.
During this processing stage they miss some of the key content

The process of persuasion varies i.e. what gets the Financial Director excited, possibly wont excite the Sales & Marketing Director. The challenge being "Whats in it for me" and if there are different people involved appealing to them all

Considering the sequence of persuasion in a business presentation

Sequence of persuassion for business presentation

Some key elements to consider

What is the end game? Are we looking to close the sale or build a relationship. The process of consultative selling will be explored in future articles
At the attention stage what impression are you creating through your business presentation

Your business cards – a simple business tool but what does your business card say about you
Forms of address – polite / aggressive / confident
The formality that you show – rigid / this is what I want to talk about and nothing will distract me
The pace of your delivery
Simple introductory greetings