This is episode three of our 12-week series on how to win shortlist presentations or other types of group sales presentations. Last week, I briefly overviewed the five biggest secrets I've discovered about these high-level sales presentations. These secrets are the things that have allowed us to win over 80% of the interviews that teams that I have coached have been on. 

This week, I will give you ten things you can do when you are preparing or delivering these presentations that will help you stay calm and poised. 

However, early on in this session, I tell a quick story about how important it is to "dig your well before you're thirsty," so to speak. High-level sales presentations have a tremendous amount of pressure, which causes a tremendous amount of nervousness and anxiety. 

If you throw an unseasoned presenter into a pressure cooker without any help, you can really hurt that presenter (and your team.)

So, these ten tips can help reduce tension and nervousness. But you'll get a lot better results if you train your potential presenters well before they are under the heat lamp.