How we change what others think, feel, believe and do

The 'Tellem' presentation

Disciplines > Sales > The sales presentation > The 'Tellem' presentation

Description | Example | Discussion | See also

Description

This is a simple method for framing a presentation.

Tell'em what you are going to tell'em

Tell them what you are going to tell them. Summarise what is ahead, building anticipation and excitement.

Tell'em

Tell them in detail what you want to tell them. This is the main body of your presentation and may take various forms, depending on how you want to present your products.

Tell'em what you told'em

Summarize what you have just said, highlighting key points and important messages.

Example

In this presentation I am going to explore the problems you have told me you have and then explain a great solution for these.
...
The facilities department have shown me the chemical leakage problems and I can see that you may well have an EHS issue here ... Our sokepads are proven in absorbing chemical spillage from a wide range of situations ...
...
In summary, DH Sokepads are an effective and efficient solution to all of your chemical spillage problems and will keep you on the right side of all EHS regulations.

Discussion

The 'tellem' principle is a simple framing for any presentation that creates anticipation at the start and helps them remember key points at the end. It effectively uses repetition to hammer home the key points, but without appearing to be coercive or boring.