The McKinsey Mind is a good read – mostly because Chapter 5 “Presenting Your Ideas” directly supports our Decker Grid system of developing content.
Authors Ethan Rasiel and Paul Friga state that using inductive over deductive reasoning—that is, stating your conclusion up front—is a win-win for both the presenter and the audience.
If you begin with the end, here’s what you’ll accomplish:
- Lay out a roadmap to get everyone on the same page: By stating your point of view, action step and benefit for your audience up front, they know what’s in it for them, and why they should listen to you for the duration of your talk.
- Be ready for the elevator pitch: If your key decision maker, buyer, or boss has to leave a meeting early, you’ve already got your key point across – they know what action they should take to support or oppose your point of view.
- Be flexible to alter your presentation on the go: If you’ve got buy in on one point before getting to the detail, you can quickly move along to the next.
And if you can make it past that beginning, continue on with the old salesperson adage,
Tell ‘em what you’re going to tell ‘em...Tell ‘em...Then tell ‘em what you told ‘em.