For lots of salespeople there is nothing more frightening, daunting, perplexing or potentially profitable as making a group sales presentation. In fact, I recently jumped on board our local airline, Eastwind, and flew the short 50 minutes to Philadelphia to do this very thing.

A large account was on the line, six attendees from the CEO to every executive level in between were in the room and me, my presentation tools, audio-visual equipment and know-how. It was all on the line. Within 2 hours leaving Greensboro I found myself in a perfectly maneuvered boardroom, complete with every amenity possible. And my job was to convince (or at least persuade) this diverse group of decision-makers that our firm had the right solutions for their situation.

Let’s take a look at 9 very specific, how-to-do-it tips that can help you make a powerful, persuasive group presentation. Here they are:

• Know what you’re getting into before you get there. Who are the attendees, their roles, personal agendas and professional concerns? What is the competition, when are you presenting (it’s best to be last), what is the room configuration, audio-visual capabilities, seating – and more.
• Develop an internal advocate. One person in the group, who can provide the aforementioned information, supports your cause and will guide you through the process.
• Carefully prepare your presentation – but don’t memorize it. Be flexible and able to handle every _______________________. For example, don’t be _______________ to a PowerPoint presentation only to find your bulb has burned out!
• Arrive at least 45 minutes prior to your presentation and make prior arrangements to have this sufficient time to have proper room arrangement, audio-visual set-up, development of your comfort with the facility and to make any last minute changes.
• Visualize yourself being successful. Mentally rehearse your presentation and do so in the actual room! Yes, even after more than 3,000 presentations I still mentally rehearse my success formula before anyone ever enters the room.
• Check, double check and triple check equipment, sales aids, tools, flipcharts, seating arrangements, visibility, lighting, air conditioning or heating, marking pens, microphone – anything that could possibly be a disruptive influence on your presentation.
• Don’t overdress or under-dress. Learn the culture of the organization before you prepare. You don’t want to appear to be formal or even arrogant, just as you don’t want to appear too casual.
• Greet as many participants as possible as they enter the room. Develop a sense of trust and mutual appreciation. Do your best to develop an awareness of which participants are potential allies or adversaries. Use your intuitive insight to identify both warm and cold responses from the group.
• Keep your presentation simple. Don’t try to make too many points. Only make the presentation until after you have adequately determined the exact needs or solutions to be addressed. Be absolutely sure that you don’t have too much material for too little time.