Victor Antonio• BSEE, MBA

• Product Manager

• Dir. Of Int’l Sales

• VP of Int’l Sales

• President of Global Sales

• CEO, High Tech Mfgr.

100%

90%

80%

70%

60%

50%

40%

30%

20%

10%

0

Ebbinghaus Memory CurveR

eten

tion

Time

24 Hours

30 Days

90%

75%

VictorAntonio.com (no email required)

Jeddah, Saudi Arabia

Reality15% of executives say a sales call added value and only 7% would

follow-up

Source: T. Reisterer & Forester

40%

35%

25%

Take Action

No Decision

Reject

Presentation Process

Presentation Basics

Who What

How

Create a Scenario

• Imagine you’ve been asked to give a 30 minute presentation on (fill in the blank)

• What is your objective (desired outcome)

• Who is in the audience (up to 3 Buyer Types)

Story Line

NARRATIVE

SUPPORTINGMESSAGE

SUPPORTINGMESSAGE

SUPPORTINGMESSAGE

Story Line

Exceptional Client Experience

24 HourCustomer

Service

Dedicated Agent

Monthly Onsite

Reviews

Story Line

Grab TheirAttention

AmplifyThe Pain

What’s the Impact

ProvideSolution

Contrast

InsightNew POV

Highlight a Problem

Quantify theProblem

A New and Better Way

Before | AfterGive an example

Share a story

Exercise

Energy Consumption

12 Watts

How can I save energy?

The Buying Brain

Logical

Emotional

Survival

MESSAGE FORMAT

• (L) Simple

• (E) Ego

• (S) No Threat

Presentation LossAtt

entio

n

Time

Content Loss

80%

100%

TimeMoneyOpportunity

Pattern Interrupts

• Story

• Question

• Visual (Image, Video, Graph)

• Study (Data)

• Exercise

• Quiz – Test

• Experiential

• Testimonial (written, graphic, video)

• Plan (strategy)

• Insight (New Point-of-View)

Best PresentationsAtt

entio

n

Time

80%

100%

QuestionStory

Data QuestionStory

ExerciseVisual

PlanStoryVideo

40%

35%

25%

Yes

No Decision

No

Presentation Process

Audience Profiles

WhoMotivations (Why

buy)Objections (Why not)

Executive

Financial

Technical

User

Audience Profiles

WhoMotivations (Why

buy)Objections (Why not)

Executive

- Expand marketshare- Increase stock value- Impress board members

- Too aggressive- Too complex- Too much time to implement

Financial

Technical

User

Lines of Thinking

• Group 1: Think of an answer

• Group 2: Magic pad

• Group 3: Write it down

Source: Morton Deutsch & Harold Gerard

Rule of Consistency

Group 1 Thought about the answer

Group 2 Wrote it on a ‘Magic Pad’

Group 3Write answer, Signed it,

and handed it in.

Audience Profiles

WhoMotivations (Why

buy)Objections (Why not)

Executive

Financial

Technical

User

Audience Profiles

WhoMotivations (Why

buy)Objections (Why not)

Executive

- Expand marketshare- Increase stock value- Impress board members

- Too aggressive- Too complex- Too much time to implement

Financial

Technical

User

By Raising It

Overcoming ObjectionsBlocking

Response Block Structure

Raise the Objection

Offer to Resolve

Demonstrate

Tie-Down

Response BlockingObjection Raise Objection Offer to Resolve Demonstrate Tie-Down

Software is too

complicated; I’m a

technophobe

“Many of our existing

clients think our software is hard to use

and I understand.”

“Let me show you

how easy it is to use that even you’ll

agree a technophobe

such as yourself

could use it.”

Show and Tell “Based on what I’ve

shown you, do you think you could do

it yourself with a little practice and

support?”

Persuasive Presentation

• Step 1: List expected objections

• Step 2: Use the Response Blocking structure to develop your script

• Step 3: Build your slide presentation accordingly

Reducing ResistanceRe

sist

ance

Time

100%

Buy-In

Response BlockingObjection Raise Objection Offer to Resolve Demonstrate Tie-Down