Peter Finkelstein, South Africa’s leading sales coach and head of the country’s premier sales consulting practice, offers you some suggestions.

Method 1 – Topical: Present two or more aspects of a solution, phenomenon or theory. Discuss each point as it is listed

Method 2 – Chronological: This links points sequentially. For example, you might explain how you conduct a thorough evaluation of a prospect’s needs, then deliver a solution that targets identified weaknesses and finally evaluate the results and impact of your solution

Method 3 – Comparison: This describes one solution in terms of another. For example, you might describe this year’s proposed offering in terms of its improvement over previous products

Method 4 – Mixed: This method takes stock of the present, flashes back to the past to explain how we got here and then sweeps forward to a vision of what lies in store for the future

Method 4 – The Problem-Solving format makes three points: a) what you want to do; b) what alternatives will do and c) how your solution is better

Method 5 – Gestalt: This format barrages listeners with facts, statistics and quotes with the aim of leaving audience members with a strong, instinctive reaction to the central point

Whatever your presentation method, remember that your audience is looking for the answer to the single question on their mind… “What’s in it for me?”. So, whatever you say, make sure you give your prospects the answer to that question.