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Business presentation – Why 80% of them fail

Reason’s for business presentation failure

Often we develop a business presentation format (content, tone, style, format etc) and expect to be able to replicate delivery of this set presentation. The challenge – You cant deal with everybody the same way

So how does this manifest itself in the business presentation situation

  • Firstly – individuals listen / follow differently. This is a really simple example “No Problem” could mean there is no problem or could mean “No; Problem” i.e. No we cant do, that it would be a problem. The challenge exists of miss communication where I say one thing and you interpret something completely different
  • Listening abilities; apparently we think at 500 words per minute.
    • So we start a presentation,
    • In presenting ideas the recipient is processing the ideas and information provided and working out what you said.
    • During this processing stage they miss some of the key content
  • The process of persuasion varies i.e. what gets the Financial Director excited, possibly wont excite the Sales & Marketing Director. The challenge being “Whats in it for me” and if there are different people involved appealing to them all
Business presentation

Considering the sequence of persuasion in a business presentation

Some key elements to consider
  1. What is the end game? Are we looking to close the sale or build a relationship. The process of consultative selling will be explored in future articles
  2. At the attention stage what impression are you creating through your business presentation
          • Your business cards – a simple business tool but what does your business card say about you
          • Forms of address – polite / aggressive / confident
          • The formality that you show – rigid / this is what I want to talk about and nothing will distract me
          • The pace of your delivery
          • Simple introductory greetings
  3. Through the interest and desire stages how are we delivering
    • Facts and evidence that support our business case
    • Emotion and passion
    • Interaction

4. Once the business presentation has finished what do you want the person to do

  • How will you respond to questions
  • What support information do you have
  • How do you establish the next steps.
  • How do you establish that the person has fully understood

Business presentation

To create great presentations contact Andrew Goode an experienced marketing and sales professional. For more information, tips and techniques about business presentations click here

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