And The Winner Is ...

E veryone wants to deliver an Oscar-caliber performance during a sales presentation. But if it were that easy, there would be a lot more gold statuettes mounted on mantels. Not every seller has natural talent. For some, it's a tough discipline of hard work, ongoing training and constant self-review and restructuring.

Take a moment and compare the caliber of your pitches against the following checklist. It just might show you the way to the winner's circle.

 You Gotta Love It. If you're not passionate about your products, your programs and your profession - pass. Your lack of innate enthusiasm will translate to ineffective presentations.

 Read Through the Script. Be sure you know why this prospect wants to meet with you, what the prospect's business requirements are and if you, in fact, can meet with him or her.

 Rehearse. There's not a successful professional who would take the stage without knowing his or lines. Practice your presentations before you're called to perform.

 Dress for the Part. You've got confidence and it shows, not only in your speech, but also in your choice of suit and shoes. Don the attire that appropriately reflects your professional persona.

 Check Props. If you're using any equipment during your pitch, be absolutely sure it's working before you plug it in for the prospect.

 Set the Stage. Before you jump into the pitch, establish both your prospect's expectations and your intentions for the meeting. Ask questions up front.

 Take Notes. During your presentation, write down points of reference, questions raised and positive comments made.

 Edit Appropriately. No one wants to sit through a three-hour epic. Keep your presentation crisp and concise.

 Personalize Your Performance. Be sure to create an immediate bond and connect with your prospect. Use first names, if appropriate. Make constant references to the particular business. Draw the prospect in.

 Listen to Your Audience. The greatest performers are those who listen to their co-stars and react rather than rush in. Put your prospect in the limelight. Show the prospect you're there to support rather than to upstage.

 Leave Them Satisfied. Have you answered your prospect's questions? Have you addressed business needs? Have you convinced the prospect you're the best provider? Then, congratulations. You are the winner!