Put the other way round, such approach demands of one to emphasise more on the immediate or future status that would be actualised by a prospect after acceptance of an investment suggestion. In most sales situations, potential customers may wish to first of all ascertain precisely what is within it for them, as well as the processes through which such values would be actualized on the basis of initial promises and assurances made by a salesperson. It's the capability of the salesperson to effectively highlight these values in a persuasive and effective manner that would persuade prospects of the opportunity of realising their investment objectives.
Would you have access to a public address system or not? What about a projector, a turn chart etc? The characteristics of the venue also impacts your corporate powerpoint presentation style. You should therefore have prior knowledge of the arrangement before the real date of the display. Produce a checklist of the needs you have and ensure that the location can appeal to those needs. Where they cannot, strategise effectively to address your preferences. Surprises right before the demonstration can unnerve you and make you disoriented.
Research into their background and as much as possible speak to their understanding, not above their heads, neither should you talk down at them. The What: The what question addresses your objective. Exactly what do you want to achieve with the display. It allows you to customise your presentation to cope with your objectives and the end results. To give a good presentation you need to define what you would like to achieve. You can only gauge the success of your presentation when you have an objective to which you aim your presentation.
It only means that you're 'acting naturally' and showing that most likely cool and not a lttle bit anxious about your presentation. At first, in your first few presentations, you might be tense and taut and get irritated if people of the audience digress, but you'll find that as you're becoming a veteran in presenting, most likely welcoming digressions and inspiring the lighter side of delivering presentations. Little quips; examples that evoke stories and incidents; stories and incidents that are related to the topic you're discussing; humor, riddles and wisecracks; personal experiences; and parable-like reports that are part of the digression actually help to make your display more interesting than actually.