POWER PLAY #10: Give Them Exactly What They Want


Give Them Exactly What They Want 

It’s always exciting when you get to the part of the presentation where you tell your audience about the solution you have for them. The problem is that many presenters get so hung up on telling every single aspect of the solution, every benefit and feature, that they lose sight of what people are really seeking.

What do they actually want? They want to know how your solution is going to take away the pain. They want a happy ending to the story! If there are more features and benefits than that one, fine, but telling them about it all can be confusing.

The best strategy is to think about the audience’s pain points and then focus your demonstration of the solution on showing exactly how it alleviates that pain and moves them to where they want to be. Anything more than that is usually unnecessary and ineffective.