How to Command the Room in Your Next Presentation

Hello and welcome to the Oracle's Chamber. This is the inner sanctuary where we talk about sales and marketing, money tactics, strategy, business growth, and solving business problems. Today I want to use a real life case study. Of course, I have anonymized things a bit because it's something that I'm working on with one of my clients. One of my clients who's in the solar space has a sales team and one of the sales people, Yes,

the same person we spoke about maybe 2-3 days ago. So let's call her Cinderella. Again, not her real name. She's been working on a proposal for a client. It's a whole estate and the company's going to provide solar and inverter solutions for the whole estate. Basically, just get the estate off the grid. And I've been going over the proposal that she has just to make it more convincing, make it more conversational, make it less salesy.

Now, I think I already made a podcast episode about this where we spoke about how to make your proposals more effective. So if this is your first time listening to the podcast, after you're done listening to today's episode, just keep scrolling and any other episode where you see proposals, presentations, you know, stuff like that, just listen and you're going to get caught up to speed. So there was an older episode where I already went through the spin selling framework.

And the spin selling framework is where you're having conversations with people and you're trying to hit certain more or less hit certain factors in your presentation or you try and hit certain certain key things in, you know, while you're having conversation with the people. And so the S in spin stands for situation. So you want to ask them questions or direct them or point their attention to things that show that you adequately understand the situation that they're in right now.

Then you either ask questions or point them to the fact that you understand what the problem that they're facing is. Then you also ask questions or in your presentation, try and tease out the implications that they face if they don't do anything. And then the N stands for Need Pay Off. And that is where you try and let them know that, look, the benefit of going forward is this. If you don't take any action, this is what you're going to suffer.

If you take action, this is what you're going to enjoy. So for those of you who listened to that episode, you remember how I walked Cinderella through the spin selling framework and how it was going to help in this particular situation. Now, the scope that Cinderella and the company wanted to want to use in the presentation with this potential client is they want to make an ROI argument. Yes, ROI, that is return on investment.

So they want to show that, look, this money that you're going to spend over 200 M is going to yield you XY and Z number of benefits. And we're going to make an argument that, you know, to quantify it in naira and cobalt. So basically saying that yes, you're spending over 200 million and now, but over the length of the next, you know, four or five years, this is how much you're going to get back in return. And this is not just an investment in solar for the sake of solar, but rather this is taking you off the National Grid, this is taking you off your diesel headaches.

And this is an investment that pays for itself in four to five years. And then after that, all this 100 million that you're saving every single ten months in diesel costs will now be added back to the top line of the company. So that can be, yeah, that'll be added back to your top line to, you know, to your revenues, to your profits, to your whatever. So the estate, managing the estate becomes much more efficient in a practical sense.

And then also in a financial sense, you know, your, your costing, your operations also becomes much more efficient. So that's the scope that this client of mine is using and they've come up with the presentation. So remember, if it's your first time listening to the podcast, and of course you won't be familiar with any of this because you don't know the back story, just keep scrolling. You won't have to scroll more than one week's worth of episodes, one week, maybe two weeks Max.

Anything that you see proposals, presentations or that you see spin in spin is SPIN. So anything proposal, presentation, spin, just listen to that episode. Then you will get the background of the conversation that I had with Cinderella. Again, not her real name. And of course, the name of the company, Linkin Park Solar, of course, is not the real name of the company. I just sha, I had to call it something. OK, Now the stage that we're artists, Cinderella has sent me a proposal and I'm sharing it with you guys.

Not the proposal anyway, because I think that there are a couple of things that we can all learn from. Yeah, that we can all learn from this. So what I did was I looked at the presentation, and in my own opinion, I thought the presentation was, well, every single presentation can be improved. Let me put it that way. But so long as the presentation was hitting the key things that we discussed about in the spin selling framework, showing that you understand the client and their situation, showing that you understand and you have an appreciation for the problem,

showing them the implication that look Orga, this is how bad this problem is. If you don't take action now every single month, 15,000,050 million, 50 million, you'd a bond 50 million. If you don't do anything and then need pay off, let's go ahead. Yes, you will drop 200 M, but The thing is after four to five years or that 50,000,050 million way they drop every single month, that is now savings that will go to the company's top line.

Was it top line? I'd be bottom line. Those of you who studied accounts, I beg advise me accordingly. I can't remember if top line is profits and then bottom line is I be. How does it go again? Top line is revenue, the bottom line is, is profit. Abby, any anyhow, shall those of you who studied accounting you know, let me know? By the way, if you'd like to connect with me, you can call, send me a text message via WhatsApp message on 08064662140.

If you want me to audit any of your business processes, then you can also call me, send me a text message via WhatsApp message on the same number 08064662140. And yeah, if you're shy, you don't want to chat, but you want to be a part of my WhatsApp channel, then send me a text message on the same number and I will hook you up. OK, so now back to the proposal. So I decided to make some suggestions just to make this thing much more conversational and also to make it easier to understand.

So please, for those of us who are professionals, All right, so let's say like you're a lawyer, you're dealing with somebody who is not a lawyer. And then in your proposals, in your documents, in your letters, your writing, caveat emptor. He that to none. Therefore, Nemo dot code non habit. You know, Latin phrases, Latin maxim, this maxim, that maxim. See, The thing is, your your clients, they don't know what's up, right?

For the purposes of your business. Now you'll be the subject matter expert, like you're the professional, but the person that you're talking to a lot of the times, you know, they're in novice, they don't know what's up. So if you're a lawyer, take it easy on all her Latin or whatever. Now, there was a time in the past when because I studied law, you know, Buffy me and Willow University. So, you know, some of our lecturers used to tell us that,

you know, it's part of the something, you know, you could Latin, you bamboozle somebody by the time you drop, you know, big, big phrases, you know, you bamboozle somebody. Don't say this lawyer, very, very intelligent fellow. So yeah, I guess it can be done. It can be done, but take a different approach. Take a different approach. Be relatable, be easy to understand. Don't try and intimidate people with your intelligence.

Walk people through also, because nowadays there's plenty of competition. Plenty, plenty, plenty of competition. Like lawyers are like pure water in this country. Seriously, I can't remember was it like one year when they said it's like 150,000 lawyers graduated in a year? And I was wondering Niger small company small, I say company small country like this 150,000 lawyers he So lawyers are everywhere. Lawyers are plenty, you know,

don't try and make intimidation your distinguishing factor. So if you're a lawyer, easy with the lasting phrases. If you're in the solar space, calm down. Take it easy with all the technical specs. If you're a computer person, front end back end developer OCIX something module, one thing, one thing like calm down with all these things people don't understand Now in the technical documentation that you submit later on, yes, you put everything there, all the kilowatts, all the up cycle battery rating this in the technical specs, everything.

Suppose D so that you know we'll know what it is that we're agreeing to, but The thing is in the beginning, in the process of trying to collect that money, trying to close this deal, we're actually trying to simplify things. Let somebody understand. I was talking to another person and person was like, why should I dumb it down? No, don't look at it that way. It's not dumbing down, not be dumbed down. It's just recognizing the fact that you you, I don't know how else to explain it.

It's not dumbing down, it's just recognizing the fact that you, you're standing up. This person that you're talking to is just not at your level yet. Mine's one time when I had some medical issues and I thought I was dying, but glory be to God, you know, I'm still here, obviously, but I thought I was dying, you know, I was contemplating my life. I said, ha, ha, so young man like me now, you know, my wife and the children like, hey, and I don't even have life insurance.

And you know, like I was really, really, really, really contemplating my life. And then I went to go and see the doctor. If the doctor stopped at that level of oh, Mr. Giddy, this superior venal cover, this, this, this wanting, wanting the occipital blood, you know, all those big, big, big, big terms. Like I would have been confused, but I broke it down. It's OK. We're seeing this thing. This is the next step we're going to take.

What do you call it again? I can't remember, but the guy chose like he took charge, he broke it down. It's OK. Look that there's no need to be panicking now that yes, tests have revealed this. Tests have revealed this. The next thing we need to do is we need to do biopsy. Biopsy just means we'll caught small. We'll send it to the lab. The lab will now tell us, is this thing malignant? Is this thing benign? Malignant just means, you know,

benign just means you know, malignant means, you know, the kind of one that can cause serious bodily damage and serious health whatever. Then benign just means, you know, it's a normal growth between just happens. You know, he, he, he, he draws, you know, just calm the whole situation down and explained everything. And then of course, and that's the reason why I say we should always pretend to be like medical doctors whenever we're selling because the medical doctor never just presents and then keep quiet, which is what lots of Nigerian business owners, lots of sales people,

lots of founders do. You're looking for funds. You want people to invest in your business. You go there with your pitch deck. You make a wonderful presentation. Now at the end of the day, you now say thank you and then you keep quiet. You expect that somebody will now throw their checkbook cartoon and say take money, take money. You finish the presentation. Your final slide is thank you. You don't tell them this is how you should invest.

This is when this is how when we would like you to buy in. This is like, you know, ask for something. So just the next step. And that's what doctors do. So just like the guy did in that situation, explain everything. And then I said, this is the next step. And then of course, I said, OK, no problem, doctor, more to go. And to the glory of God, I'm still here. I'm alive and kicking and God willing, I'll be a while for,

you know, a good while to come and May God grant us all good health. So how did I enter this super story? Now, how did I get here? Anyway, the point I'm just trying to make is because some of you are highly technical. You know, you don't have to code or you know, you're, you studied engineering and all those things else what you say no, that it's dumbing down. It's not dumbing down. People are just at a different level.

So I also, I'm a highly educated individual. I'm very literate and I'm very smart. But then, you know, when I'm sitting in front of a doctor, honestly, there are just some things I do not know and some things I do not understand. So excuse me if a doctor has to take me along or anybody along, they have to break it down to the level that I understand. That's just how it is. So if we're making our proposals, if we're making our presentations, it's not dumbing down well, just breaking it down to the level that people understand.

That's just it. Don't look as if you're dumbing down. You're not dumbing down nothing. We know you're intelligent. No problem. Nobody's disputing that. Just try to be effective in your communication. Let people understand. So that's my focus. Just make this thing more conversational, make it easier to understand. So the first thing I told her to do was the front page of the document. I had to tell her change it because the mistake she made was the same thing that we all do.

The first slide is usually a picture of our company building or you know, our company logo or something. That is normally that's the Page 1, is it not? If I'm lying, send me a message and tell me. But that's how most of us do it. No, this thing you're presenting, you're presenting to somebody else. So personalize the thing, personalize the title, personalize the cover, personalize the whatever, customize that first page to the client company.

It's not about us. So when we're making this presentation, the opening page should not be Linkin Park Solar with the company building and then with the logo and the, you know, website and every, every, every, no, you're presenting it to an estate. Let's say the estate now is all I call the estate now, OK, let's just say let's call Yanobaja Estate. By the way, it's not Yanobaja was in Lagos anyway. So the presentation is for Yanobaja Estate.

Opening page should be a picture of Yanobaja Estate or the logo of Yanobaja Estate or the, you know, personalize it to them. So I told her first of all that cover or something change it. This is not about us. We are the ones making the proposal at the presentation, but we're talking to other people. Change it then, since the flow of the proposal was OK because it's following the spin framework that you know this is your situation.

We understand you. This is the problem. We know what you're facing. This is the implication. If you don't take action on this, this is how much money you are losing every single month and then need payoff. If you take action now, even though not 200 M in four to five years, this is how much money you now stand to make going forward. And this, this this system we're designing for you will last 20 years. So you break even in five years,

then you have 15 years of not timber profits. So that was the structure that the thing was following sign out holder. Now look, you know, we'll just change some of the headers. Some of the headers were to corporate and put it that way, we need to make a little bit conversational. Not everybody is brave enough to go really, really conversational. So sometimes I try and find a halfway approach. I will propose something that still sounds corporate, but also simply enough for people to just get the gist.

So like one of the slides, I think 1, Slide 2, what she had there was current energy challenge. I also try and show that we understand the situation. Like, look, we know what it is you're dealing with current energy challenge. See, that's, that's OK. But it's, you know, it's kind of corporate and it doesn't quite remember I said the whole focus of this presentation now spin is we're trying to show them that, look, there's a serious problem.

If you don't take action, this is how you'll be suffering. If you take action, this is what and how you will benefit. So we now have to use simpler language, the kinds of, you know, put people in that frame of mind and input it like that. So instead of current energy challenge, I suggested that she writes something called the diesel trap. I think that's why I suggested the diesel trap. I think we now added current realities at the end, You know,

it's compromise. What are the diesel trap? So we're in the middle of the meeting, We've started the meeting. We're talking about how people's over reliance on diesel is causing them problems. And then by the time we get to slide 2 when I'm supposed to delve in, the team says diesel trap. You know, it sets up a very strong mental picture. So yeah, so this diesel that I'm buying, I'm trapped. And because really, let's face it now, why in Nigeria you are trapped?

Do you have a choice? Nepal misbehave, What else do you do? You are trapped. We've collected people's rent and they pay service charge. You are trapped. So put it there. The diesel trap instead of current energy challenge. If you say current energy challenge, it sounds corporate and they also sound soft. You know, I'm just, I'm just having a small challenge. When you're, when you're bleeding 15,000,000 every single month on top diesel, that's not a challenge.

He's a trap. We're trying to get them to feel the pain. That's the whole point of spin selling. Then there's another slide that we when we started talking about the company now and what we put there was a proposed solution. Yeah, proposed solution. That was the header. So I told her let's look Cinderella, I sort of proposed solution. How about something like this? So what I did was also about all that noise in the background because you know, we're just talking about NEPA.

How NEPA they misbehave. They've been showing us Shaggy in this estate as in serious Shaggy. I haven't had life for it's lecture in four. Sure. Any. So light just came back. So that's what all that whistle that was coming in now all that we you know, it's people's, I don't know what you call those things, but anyway, when light comes back, all the whistle just be blowing anyhow. So that was just it. So that's the sound of whistles blowing people's, people rejoicing and then equipment coming on and stuff like that.

I'm not sure if it bled through the microphone because I'm trying to do some soundproofing and stuff, but just in case it did, that's what the that's what the noise is, so. Where was I? So instead of proposed solution, I've told Cinderella, let's try something else like the path to low cost energy. You see, proposed solution is OK, kind of corporate, kind of academic. But the path to low cost energy, like we're signaling to them that where we're taking you,

we're taking you to low cost energy because right now the path you're on is 13 to 15,000,000 naira every single month on diesel. We're not even talking NEPA, just diesel. So we're signaling that we're heading somewhere. The path to low cost energy, that's what we're signaling. Another proposed heading that we looked was was our road map to energy independence. So this company us, we Lincoln Park Solar, this is how we are proposing this is our road map so that you would not have energy independence that's in you and Nepal.

Nothing will join you people again, nothing will gum you people. You'll be able to manage your estate and not worry about Nepal at all. You'll be able to say to hell with Nepal. Even me personally, that's why I'm trying to work towards now because one went to go and see Mumsy during Christmas because some of my siblings, you know, we're able to contribute so that we can do solar for Mumsy or more. I won't like that thing is beautiful as it once the sun shines, you now know that the sun is powering your house.

I won't like that thing is beautiful. So even me 2000 I'm looking forward to so I can see NEPA to hell with you. So they even if they disappear for one week, I'll be like I don't care. So the path to low cost energy, our road map to energy independence instead of the same proposed solution. Remember spin selling, we're trying to push them somewhere that look, there's a problem. This is a serious problem. If you don't do anything, this is the problem you will remain in if you if you if you follow us to the promised land, this is what you will enjoy.

So all the headers that we're using in the proposal in the presentation is signaling is signaling is signaling. So that's why I say simpler language less corporate because all these corporate talk like, you know, proposed solution, current energy challenge, you know, it's it doesn't hit home diesel trap your signal to them that you are in a trap. OK, then let's see another one that we switched out some words. OK. There was another section where this was the part that I liked,

monthly financial impact and cost savings. That was the header. And then of course, everything was there in the table. And see, that is the beautiful, the beauty of quantifying a sale. When you are in a situation where you can quantify a sale, not everybody can quantify. But if you're in one of these industries where you can quantify, quantify it well so that people will see it. This is how much you'll be spending in diesel month one,

month 2, month three, month 4. If you go with us, this is how all these high, high number you're looking at here, this is how these numbers we crash. Then you see this figure here, this sweet figure at the end of four or five years, all this money now will be reflecting well for your company's balance sheet. You get me? So, but she titled it monthly financial impact and cost savings. So sounds corporate, but a little too academic.

So I told her I would have liked to make these things even much more conversational. So conversational that even a secondary school student will see it and understand, let me even say primary school student. But you know, not everybody's brave enough. Not everybody's willing to try that. So what I suggested was reducing your monthly bill. I wanted that to be the heading, reducing your monthly bill. You know, I think it signals more strongly than monthly financial impact and cost savings reducing your monthly bill.

I would have liked to even use even more. Anyway, let me let me just leave it. I already made my point. Let me just leave it. But the whole point is that particular section you're trying to answer your question, how are we going to save you money? In fact, let me say it, I really think it's not a problem for in your PowerPoint for the header to be how we will save you money over the next 10 months. I don't think that's the problem with that kind of header is direct go straight to the point you switch the PowerPoint, the header is there clear bam how we will save you money in the next 10 months.

I think that is more compelling than saying monthly financial impact and cost savings header, bam, how we will save you money in 10 months. Then let's see what else. OK, another slide, cumulative 12 months savings. OK, it's a little bit too corporate, a bit too academic. So what I suggested, because I know that they won't go with my overly simplified ways, was recovering costs over 12 months, but just trying to show them this is how you recover money over this period.

So your headers should be strong enough and bold enough to say just that. Then there's another slide that said projected financial impact. That's OK, a bit too corporate. What I suggested was the future value of your investment because they need to think of that 200 M as an investment. Lots of people be thinking of it as cost, as cost as cost. So we should try and reframe this thing properly. Now. No cost is the one that you're not recovering now 1515 million,

you're spending every single month on diesel, you can't recover it. That's the one that is cost. This 200 M that I want to collect from you. After five years, you will recover it. The system itself, we don't give you guarantee, we don't give you warranty. This thing will last for another extra 15 years. So what are we talking? These are all projected financial, No, the future value of your investment is an investment and the team has value.

So let's put it there as the header. I think another one suggested was protecting the estate from future price spikes. I think that was another heading. You know, I came up with a couple so that, you know, discuss the ones that they feel comfortable with because at the end of the day, and it's also another reason why when I'm working with people on their presentations and their proposals, you know, I give leeway because, you know, I

suggest an idea. But The thing is, at the end of the day, now you go make the presentation. Now you go propose. I won't be there with you in the room when you're talking to your client. So at the end of the day, we have to pick something that you're comfortable with. So I'll never try a bamboozle somebody to say no. This is the best way to say it. No, because if you try and talk like me, if you try and sound like me when you're there with a potential client, you will fumble because you're pretending to be somebody else.

So let's see. OK, then the final slide was ROI summary, ROI, return on investment, you know, corporate jargon. So I suggested two different headers. One I said was payback timeline, a headline that shows them this is when this thing you're buying, this is when we'll pay you back, pay back timeline. Another head I suggested was when your system pays for itself you know to try and signal to them that this thing will pay for itself and we are giving you a timetable.

Year 1 this is what we look like. Year 2 this is what we look like. Year three it will look like this year 4 break even. Year 5 profits the system has paid back for itself. So other. Anyway suggestions are plenty but let me just leave it like that. But I just hope you guys get the point that all the suggestions I was making, I just wanted to be much more conversational so that the people you're making the proposal to the presentation to will get the point.

And also so that they will get into the spirit of the presentation. When you make your presentation, your PowerPoint, your PDF, your whatever, The thing is up there on the big screen and you're using plenty of corporate speak. People zone out, they zone out. They've come for this meeting because you're the consultant, you're the professional, you're the engineer, you're the whatever. You know, at the end of the day, maybe they have one or two questions about the, the, the project, but you know, the slide that they're waiting for is one that says a price.

And then their mind will be anchored on the price. You know, so we have to handle this, this presentation. We have to handle this, this, this proposal differently. We need to make it conversational. And there's also another thing I told her you don't just put up slide one, then slide 2, then slide three. No, you put up slide one, OK. This is our understanding of the estate. This is our understanding of the company. This is our understanding of the situation.

You now ask somebody, I said facilities manager will be in the meeting, right? She say yes, I say good. At this stage, you will now ask facilities manager. Now, Sir, is my understanding correct so far? Then you keep quiet and then you hear what facilities manager will say, but design facilities manager says one or two things, you know, you continue and then you now ask a specific person that Oh, chairman, so, so, so you're the head of the estate,

estate estate. What do you call them again? This estate association, is it resident? You're the head of the estate residence association. Oh yes. So Sir, Mr. Chairman Adeji, this thing that I said about so, so, so, so you know, is that is that correct? Am I on point there? Is there anything else that Mister Adej like by calling out specific people in the presentation? As you are talking, you say A, you say B, you say C, you now call out one specific person and get his feedback on that.

By the time people they engage, you say something, facilities manager say something, Chief Adeji say something, another person say something. This whole presentation will now be engaging, will now be lively. Then the people that have something at the back of their mind, you know, don't be shy. They will now ask you the people who think, oh, you're manufacturing figures from thin air, they will now, because everything is chill and construct, they will now say it.

I say, look, all these numbers self engineer all these numbers, you're just manufacturing these numbers. You're not able to say either. OK, no, be manufacturer. That is what we do it. We came with energy locker. This is how we track your this this is how we whatever whatever facilities manager gave me NEPA view. And you know, you will now give them the basis for how you arrived at these figures. But if you just go up there and make this thing a very sterile corporate dry presentation,

somebody will be thinking in his mind that see them see them because they have master because they go school. They're just manufacturing numbers up and down. They can't deceive us. They can't deceive us. That's what the person will be thinking in their mind and then they'll collect proposal. So thank you very much. We'll think about it then they'll send you away. Then they'll now bring out the proposal that they had with the other person.

And then they will now start comparing, start comparing what they don't know. Make this thing smooth, make this thing, you know, conversational, like be flowing. You're talking to human beings here. Yes, we are younger than some of these people. So, you know, you defer, you show some respect, you know, due respect, Sir Honourable chief, you know, but make it conversational so that the thing that is on their mind, let them say the person who talks, who thinks you're talking, be yes,

let him say it. If he says it to your face while you're there making the presentation, you will have a chance to defend yourself, to correct the impression, to educate them to you know, to whatever. So even when it comes to proposals, please bear in mind, because I keep saying that sales and selling is a conversation. Even when you are making this proposal, this presentation, please bear in mind it's still a conversation.

It hasn't stopped being a conversation. Yes, I know that group dynamics are different, but for lots of you who are listening now, you'll be making presentations to small group. You don't 5 people, seven people, you don't Max 10 people. You can make things conversational in a group of 10 or even in a group of 15. You say one or two things, say auger Chairman, I'll be on my own course. Chairman said I know you made a mistake and say oh, you will now know that OK, you can adjust your proposal on the fly.

By the way it happens, that's not a problem. You are the specialist, so don't be afraid. Any information that they gave you was off is not a problem. You will just factor into your presentation and then and then you move. Especially for those of you who are gurus, you know, geniuses, you use what's this thing called Excel. Use Excel to prepare your figures and the table and everything. Once they give you the correct figure and you put it inside your Excel sheet, your Excel sheet, you just do enter all the figures, go adjust and then you continue your presentation smooth, no problem.

So don't be afraid, ask for feedback. If you're on course, it's know now that you're that you're on course. If you're not on course, if you've missed the point, gain feedback. Know that you have missed the plot. Let them correct you. And then because to finish this presentation thinking you did a good job, meanwhile what you did is rubbish. You now find out from your inside man that what you did was rubbish. To get another meeting to come back will be harder.

Anyway, it's been 30 minutes, so let me just bring today's episode to a close. So that's it. If you'd like to connect with me, then call me, send me a text message or a WhatsApp message on 08064662140. If you want me to audit any of your business processes, you reach out to me on the same number 08064662140. If you want to be a part of my WhatsApp channel, then send me a text message and I will hook you up. So thank you very much for your time and attention.

I will catch you all some other time.