Why bother?  My belief, which comes from observing hundreds of sales presentations, is that presentations make a difference.  A good presentation is one that connects the solution to the client’s needs in a clear, engaging, fun, and compelling way. 

The good news is that through training and practice, you can acquire the skill set you need to become a good presenter.  Years ago, when I realized how important it for a sales professional to be a dynamic presenter, I took the first of many training classes (which included being videotaped, and then analyzing my presentation).  It was painful and exhilarating at the same time.  Each year for the next few years I attended a presentation course.  I began presenting at association meetings and other low-risk opportunities.  When presenting to clients, I always invited a colleague along to take notes and give me feedback.  I went on to hire a personal coach and to this day continue to invest in my presentation skills. 

It’s easy to recognize and appreciate when someone makes a great presentation.  It’s harder to analyze your own skill, but it’s worth the time and effort.  Are your presentation skills what they could be?  Are you confident when you present?  Do your clients tell you that your presentations are helpful, insightful, and relevant?  Do your colleagues come to you for help with their presentations?

Getting good at this can make a BIG difference.  Do you have some examples of good and bad presentations?  Pass them on and let me know. 

In addition to my blog this week, I have included a 10-minute audio interview I did with Mark Wells, Global Director of Sales Operations at insurance giant Guy Carpenter and an expert in the field of sales presentations.  Listen in to hear some pointers from Mark.  I’ve also included a link to Acres of Diamonds, the story Mark refers to during the interview.  What will be your Acre of Diamonds?

^{Use the controls to Play, Pause, or Stop Randy's interview with Mark Wells.}