The point of a presentation is to convince decision-makers to make a public commitment to whatever you're selling. Here's how:演示的重點在於讓決策者在大家麵前認可對你所要賣的東西。而下麵這些就是做到這一點的方法：

　　1. Make it vivid.1.讓演示生動起來。

　　Rather than abstract concepts (“reduces costs,” “increases productivity”) use concrete, real-life examples that carry emotional heft with the audience (“saved ABC $1 million,” “prevented XYZ from going bankrupt.”)與其用抽象的概念(諸如“降低成本”、“提高生產率”)，不如使用一些具體真實的例子來帶動觀眾的情緒。(比如“幫助ABC省下了 1百萬美元”、“防止了XYZ的破產”)

　　2. Put your heart into it.2.全身心地投入進去。

　　If you don't really believe in yourself, your firm, and its offerings, you'll persuade nobody. And it's not enough to simply believe… it must be obvious to the audience that you're a true believer。假如你並不真的相信你自己、你的公司以及他們給出的報價，那麼你就沒法勸服任何人。而且僅僅是簡單地相信並不足夠……必須明顯地向觀眾表示你完全信任你的公司。

　　3. Tell a story. 3.講個故事。

　　Humans use stories to order events so that they make sense to their daily lives. Your presentation should have a hero who overcomes obstacles to achieve a goal. BTW, the hero must be the customer, not you。人們會使用故事來講述事件，這樣才會顯得和日常生活息息相關。你的presentation中必須有個英雄，他克服了一些困難並獲得了最終的目標。順便說句，你的這位英雄必須是顧客，而不是你。

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