Test Your Knowledge

  1. Give an example of a closed-ended question.
  2. Give an example of an open-ended question.
  3. Explain what it means to deliver value to your customer.
  4. What is the best rule of thumb for dressing for a sales presentation?
  5. List three dos and three don’ts for giving a PowerPoint presentation.
  6. Explain the 10/20/30 rule for a PowerPoint presentation.
  7. What are the benefits of using samples or demonstrations in your presentation?


  1. A closed ended question requires a yes or no or short answer. “Would you like to see this in blue”.
  2. An open ended question required a longer answer. “Tell me how the colour blue would be of benefit to the staff?”
  3. Delivering value means asking questions, listening to your customer, and defining value in customer terms.
  4. Dress one step above what you would wear if you worked at the organization. When in doubt, dress up.
  5. Dos include the following: Do make your slides easy to read. Do replace descriptive headlines with headlines that sell. Do use the 10/20/30 rule. Do remember that that PowerPoint is only an aid. Don’ts include the following: Don’t turn down the lights. Don’t go overboard with technological gimmicks. Don’t hide behind your computer screen when using PowerPoint. Don’t fill your slides with words. Don’t bore your audience with visual sameness.
  6. Make sure you limit your slides to 10 or fewer. Give yourself 20 minutes to go through your 10 slides. And use only 30-point or larger font size so that your audience can clearly read what you’ve written.
  7. Samples and demonstrations bring the product to life and help your prospect to see your solution as part of her story. Samples and demos also educate the prospect, prove the performance of your product, and get the prospect involved.


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The Power of Selling Copyright © 2021 by Dr. Michelle Clement is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

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