When presenting, especially to a group, it's often impossible to know what personality type your audience is. That's why it's important to use the T.E.S.S. system (testimoinals, examples, stories, and statistics). This allows you as the presenter to speak the language of everybody in your audience. Most people in an audience will relate to stories. However, there are always others who prefer to be convinced with statistics, testimonials, and examples. On this episode, Kurt and Steve discuss how to implement this system into your presentation and sales pitches.