The point of a presentation is to convince decision-makers to make a public commitment to whatever you're selling. Here's how:演示的重点在于让决策者在大家面前认可对你所要卖的东西。而下面这些就是做到这一点的方法：

　　1. Make it vivid.1.让演示生动起来。

　　Rather than abstract concepts (“reduces costs,” “increases productivity”) use concrete, real-life examples that carry emotional heft with the audience (“saved ABC $1 million,” “prevented XYZ from going bankrupt.”)与其用抽象的概念(诸如“降低成本”、“提高生产率”)，不如使用一些具体真实的例子来带动观众的情绪。(比如“帮助ABC省下了 1百万美元”、“防止了XYZ的破产”)

　　2. Put your heart into it.2.全身心地投入进去。

　　If you don't really believe in yourself, your firm, and its offerings, you'll persuade nobody. And it's not enough to simply believe… it must be obvious to the audience that you're a true believer。假如你并不真的相信你自己、你的公司以及他们给出的报价，那么你就没法劝服任何人。而且仅仅是简单地相信并不足够……必须明显地向观众表示你完全信任你的公司。

　　3. Tell a story. 3.讲个故事。

　　Humans use stories to order events so that they make sense to their daily lives. Your presentation should have a hero who overcomes obstacles to achieve a goal. BTW, the hero must be the customer, not you。人们会使用故事来讲述事件，这样才会显得和日常生活息息相关。你的presentation中必须有个英雄，他克服了一些困难并获得了最终的目标。顺便说句，你的这位英雄必须是顾客，而不是你。

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