If you want to sell executives on a proposal, service, or project, your presentation must be organized - and it should also be informal, relaxed, and conversational.
That's a major finding from a study of 162 executives conducted by Genesis Training Solutions. Here are other suggestions to consider:
- Avoid a hard-sell approach. Stay away from hype and aggressiveness.
- Highlight all the tangible and intangible benefits associated with your proposal. Justify the benefit-to-cost ratio.
- Make sure your proposal is concrete and believable, based on supporting facts. Abstractions can cloud the issue and raise doubt.
- Make the executives feel secure about a positive outcome. Do so by focusing on why the project or solution will be successful - despite potential risks, costs, and unexpected solutions.
- Display the utmost personal and professional confidence in your recommendations. Practice handling tough questions and concerns from the audience - especially "what if" questions.
