People remember stories, NAHU speaker says
- Why should I listen to you? This is the credibility piece of the presentation, Clark said. In order to answer the question, the speaker should find out more information about the prospect before the meeting takes place.
- Can I do this with my strengths and weaknesses? This is the possibility piece of the presentation. “What makes someone choose to do business with you?” he asked. “In the sales professions, it’s visibility, visibility, visibility.”
- How do I do it? This is the point in the presentation where you give the listeners the details and the guidance to help them get from where they are to where they want to be.
- Outside introduction – Why should I listen to you?
- Inside introduction – This begins when you walk on stage. How do you want to be perceived?
- The thesis – It’s the 90-second elevator pitch that tells people what you do.
- The structure – Connect the facts and figures with the story.
- Social proof – This is the point at which you tell the story.
- The visual aid – Never use more than 12 slides in a 60-minute presentation.
- Research data – Provide information.
- Call to action – Give people a reason to take action.
Susan Rupe is managing editor for InsuranceNewsNet. She formerly served as communications director for an insurance agents' association and was an award-winning newspaper reporter and editor. Contact her at [email protected]. Follow her on Twitter @INNsusan.
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