This is episode two of our 12-week series on how to win shortlist presentations or other types of group sales presentations. Last week, I explained what these presentations were and how I first got exposed to them. Just as a review, a Shortlist Presentation or Shortlist Interview is a very high-level sales presentation. Companies will often submit a proposal to a potential customer or client. The potential customer or client will weed through all of the proposals to create what they call a "shortlist."
Then, the remaining companies will often each get a shot to come in and pitch themselves to the customer. We talked about how this type of presentation can be nerve-racking even if you are a confident speaker.
This week, I briefly overview the five of the biggest secrets I've discovered about these high-level sales presentations. These secrets are the things that have allowed us to win over 80% of the interviews that teams that I have coached have been on.
Next week, I'll give you ten things you can do when you are preparing or delivering these presentations that will help you keep calm and poised. So we have a lot of ground to cover!
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