Posts Tagged ‘Sales Presentation Sklls’
Friday, November 4th, 2011
You know, one of the hardest things for sales people is to keep their presentation fresh. You can almost see when the person hits autopilot and starts sharing with you “Here’s where we are, here’s what we do, and here’s what we can do for you.”
The presentation becomes as boring to the prospect as it is for the sales person giving it.
The way to stay fresh with your presentation is to simply focus on what you want the audience to do and why they should want to do that. Now, please note that in sales, never think that you want to persuade, convince, or sell to your audience. If you think any of those three things, your body language and wording will be pushy and aggressive, and you will talk at your prospects instead of with them.
Put yourself in the prospect’s shoes, and think about how you can add value. Ask probing, excavating questions to uncover their true “buying” need.
Once you start doing this, it does not matter how many times you’ve done this presentation as it will always remain fresh for you.
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Tags: corporate leadership development, Corporate Leadership training, corporate sales programs, Leadership Development & Training, Negotiation Skills Training, outcome thinking, Sales Presentation Skills, Sales Presentation Sklls, Sales Training Programs
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Friday, October 28th, 2011
The easiest way to regain the audience’s attention is to briefly recap what was discussed and then move on to the next point on the agenda.
If you’re in a large group setting, you can appoint someone to be the group moderator. Their responsibility will be to signal when it is time for a break, when it is time to return from a break, and to quiet the audience down so you can begin. This is especially important if you’re dealing with a crowd of 300 people or more. This allows the moderator to be the person who pulls the crowd in and allows you to stay focused on delivering your expertise.
If you cannot get a group moderator, then it helps to set breaks at odds times, such as five minutes after the hour. It also helps to establish right up front how you will signal them that it is time to come back in and how you will get started. If I find myself in a large group without a group moderator, a simple technique is to tell the group, “When you return from breaks and you see a hand in the air, please put your hand up too, and as soon as all hands are up that will signal it’s time to restart the session.” This causes people in the audience to look around at those who are still talking and induce your audience to quiet each other down, rather than have you play that role.
PS: Take a look at the no-cost strategic presentation skills video training offered at www.impressionmanagement.com
Tags: corporate leadership development, Corporate Leadership training, Leadership Development & Training, Negotiation Skills Training, outcome thinking, Presenation Skills, Presentation Skills Solutions, Presentations Skills, Sales Presentation, Sales Presentation Skills, Sales Presentation Sklls, Sales Training Programs
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Wednesday, October 26th, 2011
Here are the four most common closures I have heard:
“So what do you think?”
“So…?”
“How do you feel about that?”
“Any questions?”
None of these is a valid close. All of these closes make it very easy for your audience to evade telling you what they’re thinking, and practically invite them to give you the brush off.
When you give a presentation, you want an action to be taken as a consequence. You need to know before you begin what action you want the audience to take when you present.
Then you need to make sure that when you close, you ask them to take that action.
You could start the presentation by saying, “We’re here today to look at how the sonic machine can help your company grow their business and what it would take to get started today.” The close of the presentation should be a direct recap of the hot points or buy points, and you should recap all of those points in your summary. Throughout the presentation you should be having lots of questions and interaction so that you understand completely their needs and are focused only on the customer, not the product.
You could close like this:
“As we’ve discussed today, the sonic machine will help your company by eliminating waste, improving your delivery time to customers by 20%, and increasing your profits. So now we want to look at how to get started.”
PS: Take a look at the no-cost strategic presentation skills video training offered at www.impressionmanagement.com
Tags: Corporate Leadership training, corporate sales programs, Corporate Sales Training, Leadership Development & Training, Negotiation Skills Training, Presentation, Sales Presentation, Sales Presentation Skills, Sales Presentation Sklls
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Wednesday, October 19th, 2011
A good story captivates you right away and takes you on a journey.
For the presentation to tell more of a story, you need to start in a way that draws in your audience.
Think about an example, a situation, or personal story that exemplifies what you want the audience to think about. Once you have shared this with the audience, transition into what the audience will get out of this time with you.
Speak conversationally and make sure that each point flows naturally from one to the next. Think of each point like a chapter in a book that naturally flows from one into the next.
Make sure you end by bringing your listener back to your beginning and tying it to the action you would like them to take.
Learn more at an upcoming Outcome Thinking® presentation skills seminar…
Tags: Corporate Leadership training, corporate sales programs, Leadership Development & Training, Negotiation Skills Training, Presentation, Presentation Skills, Presentation Skills Solutions, Presentation Skills training, Presentations Skills, Sales Presentation Sklls, Sales Training Programs, Sales Training seminars
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Monday, October 17th, 2011
Presentation Skills
In the absence of voice intonation or modulation, people will give your message a negative connotation.
Therefore you must have some fluctuation and variation in your voice.
The best way to practice varying your voice is to read children’s books out loud. Make sure you adjust your voice for each character and that you clearly articulate each word. Practice with a tape recorder so you can listen to yourself from the audience’s perspective and improve your presentation skills.
You can also think about a subject you are passionate about and then talk about that into a tape recorder. Listen to your voice fluctuation and see how it changes as you talk about something you have a lot of passion for. Then take any piece of reading and try to read it with that same passion.
Join us for an Outcome Thinking®Webinar as my guest!
Tags: Corporate Leadership training, Corporate Sales Training, Leadership Development & Training, Negotiation Skills Training, Presentation Skills training, Presentations Skills, Sales Negotiation Training, Sales Presentation Skills, Sales Presentation Sklls, Sales Training Programs
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Friday, October 14th, 2011
People have to hear or see something about eight times before it sinks in permanently. So don’t shy away from repeating points in order to have them be remembered.
What you can do is vary how you tell them, give new supporting data, give a new example to support the information, or relate the point to the audience.
Emphasize your main points by anchoring them visually (with a story or example) or numerically (with first, second, third, etc). This will help people recall what you shared.
Another way to emphasize main points is to continually tie what you are currently saying to a previous main point. Suppose you are giving a presentation on change and you have made the key point that change is constant and people must adapt to it. You can re-emphasize that point later on by saying, “As we are talking about the changes in the fall leaves, that really ties back to our conversation about how things continually change and it is up to us to adapt to that change. Could you ever imagine telling Mother Nature that you will not accept any more seasonal changes?”
Join us for an upcoming presentation skills seminar…
Tags: corporate leadership development, Corporate Leadership training, corporate sales programs, Leadership Development & Training, Negotiation Skills Training, outcome thinking, Presentation, Presentation Skills, Presentation Skills Solutions, Presentation Skills training, Sales Negotiation Training, Sales Presentation Skills, Sales Presentation Sklls
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Monday, October 10th, 2011
One of the most awkward things to know is when to move from chitchat to getting down to business. You certainly don’t want to look like you were thinking, “Thank goodness we have that out of way, now let’s focus on what’s important.”
The only way to smoothly go from an informal conversation into business talk is to create a style of communicating and presenting that is as natural as chatting with the person over a cup of coffee.
While you are perfecting this, develop some smooth transition lines that flow from your tongue naturally. These could include the following:
“Bill, I am excited to be here and chat with you further about this opportunity.”
“So, for today, we want to focus on how this new project will help your company reach its goals.”
Your lead in should clearly share with the group what they will be covering in their meeting with you.
Before you say your transition line, it’s important that you let a natural pause fill the space. This assures that you are not trying to hurry up the informal conversation and move right to what’s most important to you.
Get started with Outcome Thinking by attending the next Outcome Focus Webinar.
Tags: Leadership Development & Training, Negotiation Skills Training, Presentation Skills, Presentation Skills Solutions, Sales Presentation Skills, Sales Presentation Sklls, sales training, Sales Training Programs, Sales Training seminars
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