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Sales Skills / Tell Stories That Sell / Lesson 23
LESSON 23 · TELL STORIES THAT SELL

The Three-Point Presentation

Practical ways to build a three-point presentation that is clear, memorable and easy to deliver.

Three points are easy to remember. Less is more.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from Building a StoryBrand (Donald Miller), Pitch Anything (Oren Klaff), Made to Stick (Chip Heath and Dan Heath), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: Three points are easy to remember
TIP 1

Three points are easy to remember

Audiences hold about three main ideas, so organise your talk around a small, clear set.

TRY THIS
Choose your three now.
Photo for the tip: Tell them the roadmap first
TIP 2

Tell them the roadmap first

Stating your three points at the start helps listeners follow and know what to expect.

TRY THIS
Say in the first minute.
Photo for the tip: Give each point a story or example
TIP 3

Give each point a story or example

One short, concrete illustration per point makes each idea stick in memory.

TRY THIS
Prepare one for each.
Photo for the tip: Use clear signposts
TIP 4

Use clear signposts

Phrases like first, second and finally keep the audience oriented as you speak.

TRY THIS
Add them to your notes.
Photo for the tip: Summarise at the end
TIP 5

Summarise at the end

Repeating the three points in one sentence helps them leave with a clear message.

TRY THIS
Write your recap line.
Photo for the tip: Choose the best three ideas
TIP 6

Choose the best three ideas

Cutting good ideas is hard, but focus makes the remaining ones stronger.

TRY THIS
Drop the weakest.
Photo for the tip: Link points with transitions
TIP 7

Link points with transitions

A smooth sentence between points shows how they fit together.

TRY THIS
Draft the links.
Photo for the tip: Time each part
TIP 8

Time each part

Keeping the balance prevents your last point from being rushed.

TRY THIS
Rehearse with a timer.
Photo for the tip: Invite questions after each point
TIP 9

Invite questions after each point

Short pauses for questions keep the audience engaged and uncover doubts early.

TRY THIS
Plan the pauses.
Photo for the tip: Close with a clear action
TIP 10

Close with a clear action

End by telling them what to do next, so the talk leads to a result.

TRY THIS
Choose one request.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

FRAME

“Today I will share three ideas.”

ONE

“The first is speed.”

TWO

“The second is simplicity.”

THREE

“The third is support.”

RECAP

“So remember: speed, simplicity, support.”

CLOSE

“Thank you, and I would love your questions.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Choose your three points
DAY 2
Write one sentence for each
DAY 3
Add one example each
DAY 4
Prepare transitions
DAY 5
Practise the recap
DAY 6
Time it
DAY 7
Ask for feedback

Further reading

  • Building a StoryBrand (Donald Miller)
  • Pitch Anything (Oren Klaff)
  • Made to Stick (Chip Heath and Dan Heath)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.

More lessons in “Tell Stories That Sell”

Keep going. Small steps every day make a big change.

← Previous: Open With a HookNext: Slides That Support, Not Distract →

  1. Why Stories Beat Statistics
  2. The Simple Story Shape: Problem, Struggle, Win
  3. Make the Customer the Hero
  4. Find Stories in Your Everyday Work
  5. Keep It Short, Keep It Real
  6. Add One Vivid Detail
  7. End Every Story With a Point
  8. Collect Stories While They Are Fresh
  9. The Before, During and After Story
  10. Use Real Numbers Honestly
  11. Tell a Story Like Your Customer Would
  12. Match the Story to the Buyer
  13. Case Studies People Actually Read
  14. Ask for Testimonials Without Awkwardness
  15. Your Ten-Second Introduction
  16. The One-Sentence Pitch
  17. Cut the Jargon
  18. Lead With the Problem You Solve
  19. Make the Benefit Obvious
  20. Use Simple Words and Short Sentences
  21. The Message Test: Can They Repeat It?
  22. Open With a Hook
  23. The Three-Point Presentation
  24. Slides That Support, Not Distract
  25. Demo the Result, Not the Features
  26. Use Pauses Like a Pro
  27. Handle Questions Mid-Presentation
  28. Close Your Presentation Strongly
  29. Hold the Room Without Shouting
  30. Use Your Hands and Eyes
  31. Control Your Pace Under Pressure
  32. Recover From a Slip
  33. Pitch to One Person or Twenty
  34. Pitch Over Video With Energy
  35. A One-Page Proposal That Wins
  36. Open With Their Problem, Not Your Company
  37. Show Options: Good, Better, Best
  38. Make Pricing Easy to Understand
  39. Add a Clear Next Step
  40. Proofread Like a Professional
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