Presenting Naked

Dave Paradi describes a challenge to salespeople (and all others) that requires a presenter to be clear and concise about their message: “You are not allowed to use handouts” .

This is like saying “no notes”, or “memorize your presentation”. We offer handouts and think: “Well, if they do not remember my message from my presentation, they always have the handout….”

Dave’s first point is to “Plan your key messages even more carefully”. I suggest you do this with (no more than) three descriptive key points. No key points is like wearing a poorly fitting suit, or even worse, no clothes.

(Dave breaks my rule by offering 5 steps. After reading his article, write down those steps you remember. I bet it does not exceed three.)

If you can winnow your message, lose the chaff and keep the wheat of three descriptive key points, you will help your audience retain your message.

What do I mean by descriptive? Your audience should be able to combine your key points so they can anticipate your story, for example:

1. Productive meetings are focused
2. Focus on audience needs
3. Audience needs are part of your preparation

Often, I hear my class participants use three key points like “Where we have been, Where we are now, Where we are going…” While this is better than no key points, they don’t really tell the story. I cannot anticipate your content from them. Your audience will benefit with better understanding and retention when no more than three key points are part of your story.

Another benefit to having descriptive key points? You understand your message better. By going through the process of creating these key points, you are forced to acknowledge the essence of your message. If you have trouble creating (no more than three) key points, you probably need to refine your message. What content is key? What content supports your message? What content is superfluous?

Make sure your key points clothe your story like a well-tailored jacket and shirt, with the right shoes.