Presentation Skills

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Key Idea

The objective of your presentation is the outcome that you want—discussion, buy-in, feedback, persuasion, or a sale. It drives the development of your presentation. Begin by asking yourself these questions: "What is the purpose of this presentation?" and "What do I want my audience to do as a result?"

More specifically:

• Do I want to inform, persuade, or sell?
• Do I want the audience to understand, learn, or take action? Note the difference between presenting a budget so your audience understands it and presenting a budget so your audience votes on it.
• Do I want commitment from the audience?

Include examples and details that help you achieve your objective. Omit anything extraneous, distracting, or interfering.

Your objective also helps you determine the following:

• Whether to give the presentation at all
• Whether to give it to this particular audience under these particular circumstances
• What to say and how to say it
• What the follow-up needs to be
• Possible objections