Presenting means selling (Martin Limbeck)

This is how you get started with your offer!

Presenting is nothing more than selling in successful sales. First of all, you can only convince your counterpart if you yourself are completely convinced of what you are presenting. The prospect should want to keep your product right away.


When preparing your presentation, keep four crucial basic principles in mind:

1. clarity in the outline
2. simplicity in the formulation
3. conciseness in the presentation
4. stimulus in the speech

Make sure in advance that all decision-makers relevant to your offer will be present. After all, you want to convince the customer of the individual benefits of the offer in the long term and lead him to a conclusion.


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Always move at eye level with your customers: Your time is money, too, so insist that your customer brings enough time for the presentation. If this is not the case, make it clear to him that you cannot then meet his needs and wishes – but the customer deserves the best and you want to give him that!

Make sure you can do your presentation in your sleep. A seller who does not know his product in detail makes a deeply unprofessional and untrustworthy impression. Apart from that, during the presentation, your interlocutor should be able to see that your product is easy to use for himself and his employees or his own customers.

You are your own director: clever offer presentation and controlled effect

Indispensable for a presentation: the key messages. What do I want my interviewer to know or be able to do after the presentation? What information does he need to make a purchase decision here and now? Your customer must clearly see the added value for them after your presentation! You build a clever and exciting presentation dramaturgy around these core statements. Speak especially to the emotional side of your conversation partner, because it is the side that decides the purchase. Touch and inspire him.


“What happened on November 12, 1877?”: the gripping introduction.

With the introduction you have to attract all the attention of your interlocutor: Tell a small anecdote or briefly describe an experience; in this way you convey looseness and concentration at the same time. Do something special, something unexpected – how about a little humor or a question? Whichever lead-in you choose, make sure it has something to do with your presentation content.

For example, you could start your presentation with the question about 11/12/1877. Then you have your attention and can continue: “That’s when the first German telegraph office with long-distance telephones went into operation in Friedrichsberg near Berlin. What does that mean for our UMTS topic today? And what advantages will your company gain in the future by working with us in this area? It’s great that we’re working together today on the exciting topic of … …”

Describe the customer situation from your point of view

Then describe in your own words (and sketches, if necessary) which requirements and goals of your customer company you have perceived and which needs arise from this according to your understanding. Also consider the motives of the decision maker attending your presentation. Don’t name them specifically, however, or he might feel “caught” and exposed – unless you know that’s what he wants to hear. At this stage, you want to determine whether you have correctly grasped the situation of the client company and the prospects, and whether the subsequent presentation will hit the mark.

And now for the nitty-gritty: How to present your individual solution to the customer

Once your interviewees have fed back that you have correctly captured requirements, goals, needs and motives, present your customized solution. Consistently follow the formula “from product feature to product advantage to individual customer benefit”. In doing so, always establish a connection to your customer’s specific requirements and paint them the ideal future state – the use of your product/service in the customer’s company. Keep looking for eye contact with your interviewer and always include confirmation formulas when presenting individual product details and their benefits to your interviewer: “Right?”, “Is that what you had in mind?”, “Agreed?” If your listener is convinced, they are unlikely to withhold their approval. If you additionally nod while doing so, you will build up a rhythm of agreement that will lead your interlocutor to a clear “yes” at the closing question!

Crowning presentation finale: the closing question

Then summarize the key benefits for your customer once again and underline how well suited your solution is for your discussion partner with current customer-related reference examples. At the end, ask him to do something with the information you have provided. For example, encourage him or her to actively imagine using your product/service again or to take the product in hand again and look at it closely. Remember that the last impression remains. Therefore, be sure to ask the closing question after a successful presentation. Deal skilfully with uncertainties and objections and show with sympathetic persistence that you are sticking to your goal: a sales deal that benefits both sides.

Martin Limbeck is one of the most sought-after and renowned business speakers and sales experts on an international level. For more than 20 years, he has been inspiring management and sales staff with his insider know-how and practical strategies. To date, he has performed in more than 20 countries around the world. Not only in his provocative and motivating lectures, but also in the implementation-oriented trainings, progressive selling in its entirety is the focus. This has made the 2011 Certified Speaking Professional (CSP), 2012 International Speaker of the Year, and 2014 Top Speaker one of the most effective and impactful speakers in recent years.

More info at

Book tip

Martin Limbeck
Why no one wants you to get to the top … and how I did it anyway
Redline Publishing House, 2014
Hardcover, approx. 210 pages
ISBN: 978-3-86881-235-0

€ 19,99

to order under or in the bookshop of your confidence

Anyone can do it simply – only obstacles make you strong. A contradiction? Not if Martin Limbeck has his way. He relentlessly describes in many personal episodes his not easy rise from a no-name in the Ruhr area to a well-known and sought-after top speaker. Martin Limbeck recounts how he faced countless obstacles on his way to the top, from envy to self-sabotage to false friendships. obstacles that many people know and experience. With the difference that Martin Limbeck did not let himself be thwarted, that he was unstoppable. Today he is at peace with himself and can pass on his experience, his message: When life says “no” to you, it means nothing other than that you are just NOT there yet. Often it takes only a small step, a small effort, to reach the goal, to overcome all the stumbling blocks. Martin Limbeck has come a long way with this philosophy. In his exciting book, he shows that anyone can do it. An encouraging call to all who want to make more of their lives, although – or precisely because(!) – they do not have it easy!



Professional multimedia presentations in 30 minutes – your guide to success!



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