Tag Archives: Presentation structure

Is your presentation built to persuade? The anatomy of a persuasive presentation


Agreement, two managers offering collaboration

Presentations, like movies, television shows, and speeches typically follow a basic three-act structure invented by Aristotle: they have an opening, a body, and a conclusion. There are many variations on that structure and each serves a different purpose – whether it’s to entertain, inform, or inspire. As a salesperson it’s not enough for your prospect to walk out and be “well-informed” or say “that was a fun presentation.” To drive your prospect to take action, you need a structure designed to persuade. Research shows that the structure proven most effective in persuading audiences divides your presentation into three parts: Situation, complication, resolution. This structure works for a variety of reasons: it places the focus on your prospect’s challenge or objective — rather than your product, service, or company — and it organizes your message in a way that can shift your prospect’s perception, open her mind to new ideas, and Read More

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Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment