1. Need Satisfaction Demonstrations
and Presentations
Professional Presentation
Techniques for Entrepreneurs

2. Professional Presentation Skills
Presentation Skills are the “sizzle” in the steak

3. Professional Presentation Skills
Presentation Skills are the “sizzle” in the steak.
“Earn the right” to ask for the order.

4. Professional Presentation Skills
Presentation Skills are the “sizzle” in the steak.
“Earn the right” to ask for the order.
Show that you understand their needs.

5. Professional Presentation Skills
Presentation Skills are the “sizzle” in the steak.
“Earn the right” to ask for the order.
Show that you understand their needs.
Shows them that you recognize their problems.

6. Professional Presentation Skills
Presentation Skills are the “sizzle” in the steak.
“Earn the right” to ask for the order.
Show that you understand their needs.
Shows them that you recognize their problems.
Shows that you empathize with their situation.

7. Professional Presentation Skills
Presentation Skills are the “sizzle” in the steak.
“Earn the right” to ask for the order.
Show that you understand their needs.
Shows them that you recognize their problems.
Shows that you empathize with their situation.
Demonstrates how your product or service
meets their needs.

8. Professional Presentation Skills
Presentation Skills are the “sizzle” in the steak.
“Earn the right” to ask for the order.
Show that you understand their needs.
Shows them that you recognize their problems.
Shows that you empathize with their situation.
Demonstrates how your product or service
meets their needs.
Emphasizes the unique features and benefits of
your product or service.

9. Planning and Preparation

10. Planning The Presentation
Professional Presentations are based on the
following;

11. Planning The Presentation
Professional Presentations are based on the
following;
1) Thorough knowledge of your product or
service

12. Planning The Presentation
Professional Presentations are based on the
following;
1) Thorough knowledge of your product or
service.
2) Thorough Knowledge of your competitor’s
product or service.

13. Planning The Presentation
Professional Presentations are based on the
following;
1) Thorough knowledge of your product or
service.
2) Thorough Knowledge of your competitor’s
product or service.
3) A knowledge of this specific customer’s needs.

14. Planning The Presentation
Professional Presentations are based on the
following;
1) Thorough knowledge of your product or
service.
2) Thorough Knowledge of your competitor’s
product or service.
3) A knowledge of this specific customer’s needs.
4) Effective use of Professional Presentation
Skills.

15. Preparing for the Presentation

16. Preparing for the Presentation or
Demonstration
Preparation begins at your office or home.

17. Preparing for the Presentation or
Demonstration
Preparation begins at your office or home.
Organize your content to identify and address
specific need areas.

18. Preparing for the Presentation or
Demonstration
Preparation begins at your office or home.
Organize your content to identify and address
specific need areas.
Rehearse your presentation with someone in
your office or home.

19. Preparing for the Presentation or
Demonstration
Preparation begins at your office or home.
Organize your content to identify and address
specific need areas.
Rehearse your presentation with someone in
your office or home.
Prepare any equipment, projectors, laptops or
handouts to be used in the presentation in
advance!!!!!

20. Preparing for the Presentation or
Demonstration
Preparation begins at your office or home.
Organize your content to identify and address
specific need areas.
Rehearse your presentation with someone in
your office or home.
Prepare any equipment, projectors, laptops or
handouts to be used in the presentation in
advance!!!!!
Create a presentation/demonstration kit.

21. Preparing a Presentation or Demonstration Kit

22. The Presentation/Demonstration Kit
• Includes any and all materials you will need to
make an effective presentation.

23. The Presentation/Demonstration Kit
• Includes any and all materials you will need to
make an effective presentation.
• Includes all pertinent literature.

24. The Presentation/Demonstration Kit
• Includes any and all materials you will need to
make an effective presentation.
• Includes all pertinent literature.
• Includes an introductory letter describing your
company, products and services.

25. The Presentation/Demonstration Kit
• Includes any and all materials you will need to
make an effective presentation.
• Includes all pertinent literature.
• Includes an introductory letter describing your
company, products and services.
• Includes Proof Sources.

26. The Presentation/Demonstration Kit
• Includes any and all materials you will need to
make an effective presentation.
• Includes all pertinent literature.
• Includes an introductory letter describing your
company, products and services.
• Includes Proof Sources.
• Includes Testimonial Letters.

27. The Presentation/Demonstration Kit
• Includes any and all materials you will need to
make an effective presentation.
• Includes all pertinent literature.
• Includes an introductory letter describing your
company, products and services.
• Includes Proof Sources.
• Includes Testimonial Letters.
• Includes Pricing and order forms.

28. The Presentation/Demonstration Kit
• Includes any and all materials you will need to
make an effective presentation.
• Includes all pertinent literature.
• Includes an introductory letter describing your
company, products and services.
• Includes Proof Sources.
• Includes Testimonial Letters.
• Includes Pricing and order forms.
• Includes Warranty Information.

29. The Presentation/Demonstration Kit
• Includes any and all materials you will need to
make an effective presentation.
• Includes all pertinent literature.
• Includes an introductory letter describing your
company, products and services.
• Includes Proof Sources.
• Includes Testimonial Letters.
• Includes Pricing and order forms.
• Includes Warranty Information.
• Documents compliance to Government
Regulations when relevant.

30. Giving Effective Presentations or Demonstrations
Step By Step Professional Presentations

31. Giving Effective Presentations
• Introduce yourself to all parties present and
explain the purpose of your presentation.

32. Giving Effective Presentations
• Introduce yourself to all parties present and
explain the purpose of your presentation.
• Summarize the prospect’s needs.

33. Giving Effective Presentations
• Introduce yourself to all parties present and
explain the purpose of your presentation.
• Summarize the prospect’s needs.
• Confirm your understanding.

34. Giving Effective Presentations
• Introduce yourself to all parties present and
explain the purpose of your presentation.
• Summarize the prospect’s needs.
• Confirm your understanding.
• Ask an open question to uncover any additional
needs.

35. Giving Effective Presentations
• Introduce yourself to all parties present and
explain the purpose of your presentation.
• Summarize the prospect’s needs.
• Confirm your understanding.
• Ask an open question to uncover any additional
needs.
• Present Features and benefits that meet the
customer’s needs.

36. Summarize the Needs before you
start to present!
Why?

37. Summarizing The Prospect’s Needs
• Confirms your understanding of the prospect’s
needs.

38. Summarizing The Prospect’s Needs
• Confirms your understanding of the prospect’s
needs.
• Prevents you from discussing things that are
unimportant to your client.

39. Summarizing The Prospect’s Needs
• Confirms your understanding of the prospect’s
needs.
• Prevents you from discussing things that are
unimportant to your client.
• Affirms to the client that you heard what they
said.

40. Summarizing The Prospect’s Needs
• Confirms your understanding of the prospect’s
needs.
• Prevents you from discussing things that are
unimportant to your client.
• Affirms to the client that you heard what they
said.
• Provides an opportunity to clear up any
misunderstandings prior to your presentation.

41. Summarizing The Prospect’s Needs
• Confirms your understanding of the prospect’s
needs.
• Prevents you from discussing things that are
unimportant to your client.
• Affirms to the client that you heard what they
said.
• Provides an opportunity to clear up any
misunderstandings prior to your presentation.
• Uncovers need areas not previously discussed.

42. Step by Step Format.

43. The Summary of Needs
1. Briefly Restate the Customer’s needs (As you
understand them)

44. The Summary of Needs
1. Briefly Restate the Customer’s needs (As you
understand them).
2. Ask a closed (yes/no) question to confirm your
understanding.

45. The Summary of Needs
1. Briefly Restate the Customer’s needs (As you
understand them).
2. Ask a closed (yes/no) question to confirm your
understanding.
3. Ask an open question to find any additional
need areas.

46. I prepared in advance for this, so how am I supposed to fit new
needs into the presentation?

47. Helpful Hints on how to prepare your need areas.

48. Common Areas of Need
• There are SIX basic factors that customers
consider before justifying a change.

49. Common Areas of Need
• There are SIX basic factors that customers
consider before justifying a change.
• What are they???

50. Six Basic Factors to Consider before
making a change.
• ALL features and benefits of ANY product or
service will fit into one of the following six
categories,

51. Professional Presentation Need Areas

52. Professional Presentation Need Areas

53. Professional Presentation Need Areas

54. Professional Presentation Need Areas

55. Professional Presentation Need Areas

56. Professional Presentation Need Areas

57. Exercise
• Go back to your features & benefits list for your
product or service and decide which need area
that they fit into.
• Take 5 minutes to do this.
• Be prepared to discuss the results with the
group.
• A Feature is a characteristic of your product or
service.
• A Benefit shows the value of the feature to the
client (So What?!)

58. Need Satisfaction Demonstration or
Presentation.

59. Need Satisfaction Demonstration or
Presentation.

60. Need Satisfaction Demonstration or
Presentation.

61. Need Satisfaction Demonstration or
Presentation.

62. Need Satisfaction Demonstration or
Presentation.

63. Need Satisfaction Demonstration or
Presentation.

64. Need Satisfaction Demonstration or
Presentation.

66. CLOSE THE DEAL!!!

67. Professional Presentation Skills

68. Now What?

69. After The Close

70. Review

71. Economy

76. Thank You for Your Attention