Perpetual Development, Inc.
© 2007 Perpetual Development, Inc.

The Skills of Presenting
By Brent Patmos

• Be an expert about your company and your product.
• Use involvement and participation techniques.
• Practice the presentation no fewer than three times.
• Use names repeatedly without redundancy.
• Establish your credibility early in the presentation.
• Use eye contact to establish rapport.
• Demonstrate advance preparation.
• Anticipate potential objections and concerns and be prepared with responses.
• Convince yourself to relax but not get “lazy” in your presentation.
• Prepare an outline and follow it appropriately.
• Use your own style. (Don’t imitate someone else.)
• Use your own words. (Don’t sound like you're reading to the customer.)
• Put yourself in the shoes of the customer.
• Provide an overview of the presentation you are about to make.
• Accept fear as being good and be prepared to utilize it as a supply of energy.
• Introduce and interact informally before doing so formally.
• Identify any fears and/or deficiencies.
• Give extreme focus to the first five minutes!