The Enigin

The Enigin Rules for Sales Presentations

Enigin and Enigin Distributors realise how important it is to have a good sales presentation.

In the typical year, a potential might see three or four dozen sales presentation.

So how do you make certain that it’s YOUR presentation that they remember when it’s time to buy?

The key to this is to use your presentation to create a set of emotions that will anchor your message in the listener’s mind.  There are four rules for doing this:

• RULE 1: Tell a story using simple slides. No bullets, no large bodies of text, no complicated graphics.  You want the focus to be on you and your message, not on the screen, and certain not on the screen with you droning away about your bullet points.
• RULE 2: Begin with a “heart-stopper.” Every movie, TV show, or novel starts with something that captures your attention (i.e. captures your emotions) and holds your interest while you “get into” the story. Without a “heart stopper,” the audience’s mind will wander.
• RULE 3: Tell the story from THEIR viewpoint. The presentation must be about the audience… not about you. The idea is to connects emotions to the audience’s current situation so that the buying decision becomes inevitable. You, your firm and your solution plays a supporting role only.
• RULE 4. End with a “risk-remover” then a “close.” The risk-remover eliminates any remaining reluctance to make a decision, while the “close” pushes the audience over the edge and essentially drives them to make a decision.  If you’ve done well, it will be in your favor.

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