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Presentation Skills: Introducing Team Members

Mar 16, 2019 4:49:02 PM / by Bob Tobey

Its About WinningDuring my over 20 years of sales presentation training, there was a question that always came up and that’s how to introduce and integrate team members into a presentation.  There was an excellent example a few weeks ago of what NOT to do and I just want to say that this post in not meant to be political.  I’m only using the Democratic rebuttal to President Trump’s oval office speech as a training example because it’s timely and most everyone watched it or heard about it.   

Think about the presentations you’ve been in as an audience member.  The key facilitator introduces him or herself and then they either introduce their team members or allow the team members to introduce themselves.   Sounds simple enough but are you missing an opportunity to enhance the reputation of your team?

 

Which introduction is stronger?
Example 1:
Team Member: “I’m Sam Smith. I’ve been with ABC for 5 years and I’m an Implementation Engineer.”
Example 2:
Team Member: “I’m Sam Smith. I’ve been with ABC for 5 years and I’m an Implementation Engineer.”
Lead Facilitator: “Sam came to us with a wealth of product and project management knowledge in your business sector. Over the past 5 years, Sam has become an expert in ‘X, ‘Y’, and ‘Z’.” (X, Y, and Z being of interest to the audience)
Example #2 does a few things. First, you’re telling your audience that you’ve brought an expert worth listening to. Second, you’re telling your audience that they’re important enough to bring an expert. Third, recognizing your team member as an expert gives them confidence and it feels good to be appreciated.


When it’s time for a team member to take over the presentation, you make a transition statement and reintroduce the team member again complimenting their expertise. The team member will then stand up and move to the front of the presentation while the facilitator takes a seat. Having multiple presenters standing in front of a group is distracting especially if one or more of the presenters doesn’t have anything to present for an extended period of time. It’s not only distracting to the audience but all you end up doing is looking silly.
Again, the Democratic rebuttal was a primary example of what not to do! The way they should have done it with both of them on camera for the start was Senator Schumer should have made the opening remark (15-30 seconds) and then introduced Speaker Pelosi. Then Schumer should have moved off camera. When it was time for Schumer, the Speaker should introduce him and then move off camera. At the end, Pelosi should have reentered the camera frame and had the final sentence or two. It would have been much more effective, much smoother and more powerful.

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Regardless of your politics, what were you thinking as one person spoke and the other scowled? Audiences think the same thing when 2 speakers are on stage or in front and one of them has nothing to do but look silly.

About the author:  Bob Tobey spent over 20 years teaching managers, customer support and sales people how to be better at their craft.  These blogs are intended to help the I-BN partner community improve their business.  

 

Topics: sales, Tips and Tricks, Sales Presentation Tips

Bob Tobey

Written by Bob Tobey

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