This is episode four of our 12-week series on how to win shortlist presentations or other types of group sales presentations. Last week, I gave you ten things you can do when preparing or delivering these presentations that will help you keep calm and poised.

I also talked about how, in shortlist presentations, it is important 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.)

But that is one of the biggest mistakes that I see over and over again.

This week, we will cover how to do the team introductions. I cover a few ways to introduce your team so that you actually look like a cohesive team.

The main thing that is important to understand about shortlist presentations is that they are sales presentations. The technical presenters often forget this. They will want to score points in their introductions by just giving a laundry list of each team member's accomplishments.

However, your shortlist presentation should focus on how you can solve problems for the committee. So, your introductions should be focused on how your experience can help the committee.

And, if you want to really elevate your presentation, you can have your team members introduce each other. This was a technique that we discovered accidentally. But, once we tried it, we have used it in every single presentation since because it works so well.