Michael Blechar is a smart and thoughtful guy (and a very good writer.)\u00a0 Years ago he told me about a good way to organize a sales presentation<\/a><\/strong>.<\/p>\n

Recently, we were swapping emails about one of my Presentation Pointers<\/a><\/strong> (the one called the Power of Words<\/em>), when I remembered to ask him about his approach.\u00a0 He said he was not its author, nor could he remember who taught it to him.<\/p>\n

Here it is.<\/p>\n

1) Identify.<\/strong> – \u201cI spent most of my career as a programmer and I can tell you that I do not envy your having to deal with management\u2019s misconceptions of what it takes to build and maintain applications\u201d. Or \u201cAre you like me and wonder if ANYONE in Washington cares about us taxpayers?\u201d<\/p>\n

2) Attack<\/strong> – This is the statement of the problem we all share, or which I had to address and overcome. \u201cI was being asked to do more with less\u201d. \u201cI have\/had my hands full just trying to keep the operational systems up and running and respond to emergency changes\u2026.how was\/am I supposed to suddenly find the time or get the tools and training to change these applications to new service-oriented architectural designs to be more agile in response to changing business needs?”<\/p>\n

3) Confess<\/strong> – Personal statement of what I thought or was able\/unable to do. \u201cTruth was, I wanted to get the next generation of technology on my resume. I wanted to break out of my paradigm and take on something new. But I was scared. Could I do it? What if I failed? Would I get fired? Would it require extra time at the cost of my family to get trained and become proficient while I kept the current environment running?\u201d<\/p>\n

4) Solution<\/strong> – What I did and how I succeeded. \u201cI decided to work part-time on a pilot project using the new methods and tools. While it increased my workload by about 20%, I discovered that by building things in a reusable way, I could now go back in and make rapid changes. Maintenance time dropped by 40% and I was able to do the next set of applications 20% faster. Testing time for applications went down drastically as I reused proven components. And quality went up factorially. I found I actually had more time to spend with my family and was under much less stress as the applications were more stable. Within 18 months I received a substantial salary increase. And, to be honest, I\u2019ve been approached by other firms who are looking for people with my new skills\u201d.<\/p>\n

In other words:<\/p>\n

1) I\u2019m like you
\n2) I have the same problems you do
\n3) I have the same concerns about change as you do
\n4) I was successful and since I\u2019m just like you, you can be too.<\/p>\n

There is something very personal about this approach.\u00a0 Instead of going straight to a recitation of\u00a0 features and benefits<\/a><\/strong>, it encourages you to reveal something about yourself, connect with your audience on an emotional level about a problem you share with the audience, and speak from your own experience.<\/p>\n

All of which should make you a more confident and convincing presenter<\/a><\/strong>.<\/p>\n