Objective          
  Setting

• Define the purpose of the presentation in line with the business plan and strategy
• Set SMART objectives

  Research Your
  Audience

• Numbers, roles, experience, knowledge and attitude to the product/ services
• Identify key decision-makers and influencers
• Know your product champions
• Prepare for saboteurs

  Planning the
  Presentation

• Brainstorm and mind-map the content
• Prioritise information in line with strategy and the audience
• Meet the time frame requirements

  Presentation
  Structure

• Use a methodology to maximise customer retention of information
• Ensure your presentation is interactive and stimulating
• Structure the presentation with opening, body and close
• Use signposts to guide the audience

  Visual Aids

• Explore options available and the pros and cons of each
• Use presentation equipment effectively

  Interpersonal
  Skills

• The use of voice to maximise interest and comprehension Effective use of non-verbal communication to maximise the message Skills of observation and perception to monitor audience response
• Adapt to the needs of the audience
• The use of personal notes and prompts

  Managing the
  Audience

• Active listening skills to be in tune with the audience and pick up cues
• Questioning techniques to clarify issues and encourage audience participation
• Handling objections professionally and respectfully
• Facilitating audience questions
• The use of summarising and para-phrasing techniques to clarify and close issues