I believe that one of the hardest part of giving a great presentation, is the ability to persuade your audience. Sure, I can give you tons and tons of data to back up why my solution is the best. But showing data sometimes is not enough. How you structure how to present the solution is an important aspect as well.
The article “6 Steps to Building a Better Sales Pitch” shares that “You need to get to the heart of why this activity is in their best interest.” In other words, why should they care? It suggests that asking the six questions below will help put you on the right path of building a case.
1. What is the potential value in this situation?
You have to have a logical financial and strategic foundation to create value.
2. Who do you need to convince?
3. What motivates each party?
It’s important to understand what drives a stakeholder’s behavior and focus.
4. What items will you need to seal the deal?
5. What actions do you want each party to take?
Laying out a specific path the stakeholder definitely helps them visualize how this action plan can work for them.
6. How can you most effectively communicate the action you want them to take?
Presentation and format depend on your target. Tailor your message to the style of the audience.
Here is a link to the full story: http://www.inc.com/karl-and-bill/6-steps-to-building-a-better-sales-pitch.html
Thank you for making this post! This is something that pertains to my everyday work life. Many times I find it challenging to make colleagues understand and see a situation in a specific way or it takes longer then it really needs to take. It may be worth while to take a few extra minutes to review these 6 questions to make sure I am hitting the mark. This is very useful!