Here we are, in the third week of Hoover’s Customer Appreciation Month. This week’s focus: Presentation Skills and Closing the Sale.
So, I thought this story was apropos. My wife and I attended open school night last week. It was the first time we had an opportunity to sit down and listen to the plan that my daughter’s third grade teacher had for her students.
As an illustration of the importance of reading comprehension, she asked us to do the following exercise. “Read the following excerpt of this book and tell me what you think the story is all about,” she directed. She also informed us that 85% of the words would remain in the story and only 15% of the works in this excerpt would be removed.
After reading the story, she made her point. As parents, we may think that an 85% comprehension of a story would be fine for our children when reading a story, right? I mean, it’s practically 100%. However, the fact is, the omission of just 15% of a story greatly affects someone’s comprehension of that story. I’ve included the story below for your to read and judge for yourself.
Now, consider how this ties into the importance of a successful presentation. Think about how critical it is for you to not only develop and refine your compelling message and Most Valuable Proposition but to position and communicate it to your customer in a way that they truly hear and understand it. There’s a big difference between being heard and being understood. It’s your job to ensure you are communicating to your customers and prospects in the way they communicate and process information, then confirm that the message you sent was the message that was received.
The most effective presentations are going to be evaluated by the result, not the vast amount of information you can disseminate to a prospect. Keep your PowerPoint at bay until you’ve determined exactly what it is your prospects wants to hear and needs to learn. And remember, if you want to increase the impact of your communication and presentations, it’s your responsibility to make sure that 100% of your message is truly understood by every person you speak with.
2-5 Advanced Section 24
Pickle Puss by Pat Reilly Giff (Guided Reading M) (85% accuracy: 58 errors)
Emily XXXX jumped down the XXXX. She XXXX across the XXXX. “Wait for me,” her little XXXX, Stacy, yelled. Emily looked back.
“Stacy XXXX the XXXX door. She was XXXX a XXXX on her head. She had her mother’s high XXXX on her feet.
“You can’t go like that,” Emily said.
“I’ll take off my XXXX,” Stacy said. She dropped the XXXX. It XXXX on the grass. Emily closed her eyes. “XXXX.”