So what is your actual goal in giving this sales presentation? I know it sounds like a simplistic question. But you need to step back for a minute and ask yourself before you start giving the speech before you even start preparing for the speech, because all too often, people say I've got a sales presentation and they just dive right into the big stack of slides that corporate is sent them, where they dust off the business plan. You need to really step back and ask yourself, what is the goal? Is your goal to get an order today? Is it to get a contract through one hurdle?

And it could be another 12 hurdles and other 12 months before is it to simply build a relationship with them so that two years from now, they want to purchase from you. Ask yourself exactly what is the goal of this presentation, I need you to write it down. In one set, I know it sounds simplistic. But if you don't have your goal in mind, you're not going to know how to get there. Write it down in one sentence, what the goal is, have a very, very particular sales presentation and we're going to be practicing with this one throughout the entire course. So make sure it's something you can relate to, and are going to be using in real life.