How to Destroy a Presentation at the Very End

People always ask me where I find the content for this weekly blog.  Not unlike  comedians, I take my content from events and people I observe around me.  For example, this week I watched an otherwise good client self-destruct because of the way he handled the conclusion of his presentation.

Unraveling at the Close

At the end of his presentation, Doug said,

• “In summary, you are looking to do X.” (Nice  strong high level reprise of listener’s situation)
• “With ABC, you get…., …., and…  which will help you realize your objective.”
  

  Frayed rope breaking on a dark background

  (Clear, targeted  high level repeat of message. So far, so good)

• “So, uh, that’s, uh, it.  Um, how, um, what, uh, do you, um, think?”  (Aaagh! Disaster!)

If you were Doug’s listener, the sudden shift from the confidence, certainty, and authority behind the previous statements to the uncomfortable, seemingly apologetic tone of the suggested next step would leave you wondering if what you had just heard was really all that good. 

3 Steps to a Strong Finish

To avoid Doug’s mistake…

1. Have a clearly thought out next step as to who is to do what and when:

• “If you agree, then, going forward, the next step is to schedule a meeting with the marketing people. When would you like to do that?”

• “The next step would be for you to review this proposal in detail, note any further questions, and then let’s talk again next week. How does that sound? [Fine] Good. Which day works for you?”

• “Sounds like you see the value in X.  The next step is to set up a demo. Can you get the team together next week on Tuesday or Thursday?  

2.Make the next step easy an easy “yes” for your listener appropriate to that stage of the sales cycle/discussion. A request for a second meeting after proposing a million dollar project is more likely to get a “yes” than a request for a signature on the spot.                                                                                                                                 3.Avoid mumbling and non-words. Practice, if necessary before the meeting.

One Last Note

President Obama will be defending his Iran nuclear deal before Congress shortly.  We don’t know his exact content yet, but you can bet he will not end his argument with, “So, um that’s it. Um, I would, uh, like your, um, support.”

Anne Miller

Words Matter – Make What You Say Pay!

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