I went to a presentation this weekend and my guest leaned over and said, “Typical Californians… everything gets a standing ovation here…”
- OUCH!
- Let’s be honest—most presentations are actually forgettable. (And probably not “award-winning” or “Standing-Ovation Worthy”)
The same thing is true in our sales presentations.
It’s not because the presenter isn’t smart or capable.
It’s notbecause the product isn’t valuable.
It’s not because the buyer doesn’t need what’s being offered.
They’re forgettable because they never truly bridge the gap between a possibility (or our “invitations”) and commitment (or “contracts”).
If you’ve ever delivered a pitch, felt great about it… and then didn’t get the sale, this is probably why…
- You were informative, not performative.
- Clear, but not compelling.
- Friendly, but not trusted.
The goal of a presentation isn’t to “share information”—it’s to spark a commitment.
Let’s fix that.
Why Most Presentations Fall Flat
Here’s the reality: if the problem isn’t clear, the solution won’t matter.
(Read that again…)
Too often, salespeople lead with features and benefits before the buyer has emotionally or logically accepted that they have a problem worth solving.
That’s like pitching a fire extinguisher — to someone who doesn’t know their kitchen is on fire.
And when we present too soon, or without a structure, we often fall into one of these three traps:
- We talk about ourselves instead of the listener’s breakdown.
- We share information, but don’t ask for a decision.
- We hope they’ll figure out the value on their own. (Spoiler: They won’t.)
If you’re going to close big sales, you need to think like a “performer”, not a “professor”.
Think Like a Performer, Not a Professor
A strong presentation is a performance—not just a TED Talk, not just a product demo, and definitely not just a narrated slide deck.
It’s a structured, intentional conversation that has been designed to move someone from possibilities to action. (In a world full of possibilities, we want them to take the specific actions we’re inviting them to consider!)
And you don’t need to be flashy—but you do need to be deliberate.
At tomorrow’s second presentation on “Closing Big Sales” I’ll be sharing a simple 5-part structure that works across all industries.
Whether you’re a business coach, a financial advisor, CEO, salesperson, or a dog groomer—you should attend.
The 5-Part Playbook for Powerful Presentations
Want to win more deals?
Use this flow:
- Grab Attention: Start strong. Say something unexpected. Tell a quick story. Ask a powerful question.
- Identify the Problem: Make the breakdown obvious. Help them see what’s at stake if nothing changes.
- Present the Solution: Now (and only now) explain your offer—and why it solves their problem better than anyone else.
- Reduce Risk: Build trust. Show results. Share stories. Help them believe this isn’t a gamble—it’s a smart move.
- Call to Action: Make the next step easy, clear, and actionable. Don’t leave them guessing about what comes next.
Presenting to Different Personalities
The best presenters don’t just know their content—they also know their audience.
Here’s a cheat code from my work with Influential U:
- Inventors need to feel like it’s their idea.
- Performers need it to be fun and social. (Hint: Don’t tell them what to do.)
- Producers need structure and steps. (Include them!)
- Judges need data, space, and time to decide.
Knowing who you’re talking to helps you deliver your message in a way that resonates—and gets results.
(Want to find out your personality type? Take the quiz here.)
Skip the Features—Lead with the Breakdown
One of the biggest mistakes I see?
Leading with features and benefits.
People don’t buy stuff.
They buy solutions.
They buy outcomes.
They buy peace of mind, time back, or that one thing that makes their boss say, “Nice work.” (In other words, they make moves based on their “Conditions of Life” — not simply because they want more stuff…. usually… ha!)
So before you tell me your product is faster, cheaper, or comes in six colors—tell me why I should care.
Paint the picture.
Make the pain real.
Then show me how you make it go away.
Handling Objections
Even great presentations come with objections—and that’s a good thing.
It means people are thinking.
Remember: objections aren’t rejections. They’re just questions you haven’t answered yet.
I like to see it as a dance… and they’re just teaching me the next move. (¡Ole!)
Final Thought: Your Presentation Is the Product
Here’s the thing—your presentation is the product.
It’s the experience. It’s the decision-making moment.
It’s the time when someone gets to see how you think, how you solve problems, and what it’s like to work with you.
If your presentation isn’t converting, it’s not because you need a fancier deck.
It’s because your message isn’t resonating.
Refine the structure. Shift your tone. Lead with the breakdown.
Your next big sale could be one great presentation away.
Build a presentation that deserves a standing ovation.