Scenario: Pitching a New Account

Solution:

In the limited time you have to make a good first impression on a new business prospect, a PowerPoint or Flash presentation can help to focus your message, organize your main points, provide justification to support your objective, and be an effective leave-behind.

Explanation:

Typically, pitching an account means that you’d better have your thoughts organized, which is why a PowerPoint and/or Flash presentation is so vital for a desired outcome. These visual tools let you rehearse the same pitch over and over without deviation, since they are scripted rather than presented extemporaneously. In addition, the visual images let your prospect focus on your message, since he or she is able to read it as you speak. And since many sales require the approval of others, having a PowerPoint or Flash as a leave-behind insures that there will be continuity in your messaging, even though you may not be there to present it to other decision-makers.