The Power of Selling, 2010a

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10.3 Making Your Presentation Work
LEARNING OBJECTIVE
1. Learn how to deliver your message in a powerful and effective way.
When deciding on the structure of your presentation, there are a number of things to consider. Will
you present to a group or to an individual? Where will you be giving your presentation? What tools
will you use? Sometimes these options are under your control, but often in business-to-business
(B2B) sales, you will have to adapt your presentation to your prospect’s needs. In either situation,
you can maximize your presentation if you know what to avoid, what to prepare for, and how to
make your solution come to life with the tools you have.
The Right Size
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