Presentation Skills: How can I recognize what type of individual I am dealing with so I can target my presentation?

June 22, 2011

Let’s assume you have never met this individual before and this is the first time that you are presenting to him. In this situation, you have no history to rely on and yet you still have to build a presentation that is going to intrigue this person.

In the first sixty seconds of your executive presentation, there are several things you can do to get a good feeling for what type of individual you are meeting with.

Look around their office. What you see on their desk will give you a good clue as to what is important to that person. If you see a lot of family stuff, most likely they will be concerned with how your product or service or information will affect the company. If you see a lot of sports memorabilia, they most likely have a more competitive side and will want to know how your product or service or information will help them gain a cutting edge. If you see silly trinkets or unique objects, it is likely they will be most interested in how your product, service, or information will help the company get more recognition. If you find absolutely nothing personal on their desk, then most likely they will want to know how your product, service, or information will improve the accuracy in their company.
Once you have a feeling (by looking around their office) of what may be most important to them, start by sharing with them how your product, service, or information will help them achieve that.
Right from the beginning of the meeting, listen carefully to the types of questions or statements they make. Do they ask you questions that seem to be about how your product, service, or information will give them greater stability? Better recognition in the marketplace? More control over their business environment? Or more accuracy in all that they do? If they are asking you stability questions, just focus on sharing information that shows how your product service or information gives them greater stability. Don’t confuse the issue by trying to jump over and share about how you will add accuracy when that is not even a concern of theirs right now.
Find out more about Impression Managment seminars on how to have the ability to fine-tune by listening carefully to what they are saying will help you to condense an hour-long discussion, leaving more time to talk about the key items for that person. Remember, people usually have only one or two things that they are hoping to learn during the conversation with you. Your job is to find out solely what those one or two things are. So stop talking and start listening to the other person.

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