You're armed with flowcharts, diagrams and overheads. You've julienned the numbers a dozen ways. You know them cold. Now the fun begins. Tell them a story that illustrates the benefits of your solution and appeals to their emotions.
Emotion moves humans to action even more so than cold numbers and statistics.
Yet in IT, we tend to focus on how the technology works. We overlook the power of emotional persuasion. Though it may sound simplistic, adding a story or anecdote to your presentation is a proven way to drive home your point. Let me tell you a story. If I call 24 hours before departure and a first-class seat is available, it is assigned to me.