Posts Tagged ‘Presentation Skills’

Want to Influence More Sales?

Monday, January 21st, 2013

Sales TrainingImagine 2013 ending with your largest sales year ever.  What would that feel like?  What would it do to your life?

If you want to make 2013 your best year ever, there are a few things you need to do.  In this blog I am going to address the complex sale as most of our clients tend to have a product or service that requires a more lengthy sales process, a shattering of past beliefs, and a desire for the client to see you as a trusted partner, not a vendor.

The more complex your sale is the more the listener’s brain will fight you.  The sale actually confuses them, tests what they know (which makes them feel stupid) and pushes them out of their comfort zone.  Due to all of these reasons they then push back as their brain is trying to find REASONS to stay status quo.

The number one mistake I see sales people make in this area is they try to “fight back” by supplying the customer with more and more facts and reasons on why the product or service their are selling is the holy grail.  For the customer, this then becomes “proof” that you only care about you and not them.

So to combat this, you need to help your customer overcome their desire to stay status quo.  You do this by asking great probing questions that cause them to think, to reveal their thoughts, and to let them sell themselves.  No one likes to be sold but people do like to buy.  Allow them to do the buying.

Now once you start using the great probing questions you actually take the customer resistance side.  This will cause them to argue against their own thoughts and solve their own resistance.  It is much more powerful for you to say, “well it sounds like your present system, even though it won’t automatically digitize, works good enough for you.”  As soon as you pull out of selling it frees them up to buy.  You will be surprised to hear them say, “well I don’t think it will be good enough for us because we do need to digitize.”  Hmmm. now that can lead to a great discussion that shows what they fear so you can help them through it.

Don’t let the economy hold you captive for 2013.  Make this year your best year by making it your customer’s best year!

Learn more about sales training programs and sales presentation skills program at Impression Management Professionals in Minneapolis, MM

Presentation Skills Tip #7: Why Scripting Turns Your Brain To Mush

Friday, January 18th, 2013

presentation skills tipsHere is Presentation Skills Tip #7 in the strategic presentation skills series:

Have you ever gotten ready to do a big presentation and you script it all out? What happens that makes that NOT work?

When you script something out your brain literally “reads” it in your mind before you say it.  So if you hit a wrong word your brain “freezes” on you and it can take a long while to get back on track.

For your audience scripting can make you seem flat because your voice may become more stagnate or you can seem unauthentic because you seem too “practiced.”

So what should you do instead?

I recommend that instead of scripting you do bullet points.  Make sure any stories of analogies you will use you have the “key points” in bullet point so you can incorporate them all.  Then allow your brain to freely tell the story and points as you need to in that moment with that audience.

This keeps you authentically involved with your current audience and your current material.  It also keeps you from getting “brain fades” where your brain freezes because you switched words around or the order of what you say.

Now having said all that, I still recommend that you practice your first 10 minutes of your speech so you develop your own rhythm and flow.  That will allow you to focus on the audience rather than on what you are going to say next.

Learn more about strategic communication at and sign up for your free strategic presentation skills video lessons today.

Presentation Skills Tip #6 – Be Clear On Expectations

Wednesday, January 16th, 2013

presentation skills TipsThis is presentation skills Tip #6 in the strategic presentation skills series:

In order for others to clearly act on what you said they need to clearly understand the “why” of what they are doing.  So be clear about WHY you are presenting and HOW you expect the listener to utilize what you share.  Keep it simple and focused on the audience, not you.

For example, there is a big difference in what I will say if I am looking to have you grow sales with new accounts versus if I want you to grow existing accounts.  The activities I emphasize to have you do will not be the same.  I should also be clear on WHY I want you to grow the accounts as well as HOW to do it.  Most likely I will invite you in to the HOW process so you own it rather than me.

Lack of clarity is one of the big reasons why people don’t take action on what you say.  Remember the brain can easily focus on three things at one time.  Once you get past that people have a tendency to take NO ACTION and stay status quo instead.  So keep it simple, keep it focused, and keep it about them and not you.

Look for additional presentation skills tips in next weeks blog post!

Take Action: Join us for our next webinar:

Influence: How To Make Big Changes In A Short Time!
January 24,  2013 1:00 CST
(Limited Space)

Learn More »

Anne Warfield, CSP and CEO of Impression Management Professionals, is instrumental in helping executives influence their productive outcomes.  By expanding the way they think, listen and speak Anne’s multitude of audiences and clients see and hear opportunities that others simply miss.  With her groundbreaking Outcome Thinking® Methodology, Anne provides leaders under high pressure, the tools they need to remain calm, focused and strategic.  Helping others always say the right thing at the right time, Impression Management Professional’s clients enjoy saving time and dramatically increasing their productivity and profitability

Presentation Skills Tip # 5 – Dealing With A Clueless Person

Monday, January 14th, 2013

presentation skills, leadership development trainingHere is Tip #5 in our strategic presentation skills series.

When a person continually stops you with questions when you are giving a presentation, you can end up losing your pacing and losing the rest of the group. In a large group situation, you want to make the questioner as comfortable as possible while you keep the pace for the rest of the group.

If you are working with a person one-on-one and you feel they have the brains to capture exactly what you’re saying, but for some reason they don’t understand you, stop and ask the person, “How can I explain this to make it easier for you to grasp?”

You may find that you are explaining it in too much detail, not enough detail, or that you are not tying all the different pieces together so it makes sense for this individual. You may also find that they just want more hands-on experience. Let the person talk and share with you how they learn and what you can do to teach them in their style instead of yours. If all else fails, you may want to see if there’s someone else that they could partner with.

Learn more about strategic communication at and sign up for your free strategic presentation skills video lessons today.


Presentation Skills Tip # 4 – Body Language

Friday, January 11th, 2013

Presentation_Skills_001Here is HOT Tip #4 in the strategic presentation skills series –  Make sure your posture and body language enhance your presentation

Your posture should convey confidence, poise, and credibility. In order to do this your shoulders should be slightly back, your weight should be evenly distributed between your feet, your legs should be no further apart than your shoulder width, and your hands should be either at your side, at your waist, or one hand at your waist one at your side.

Make sure your shoulders are not stiff and square, don’t turtle your head forward, don’t stare or blink excessively, and do not lean on the podium.

Record yourself presenting so you can see if your body language conveys poise and confidence by looking relaxed yet powerful.

Take Action: Join us for our next webinar:

Influence: How To Make Big Changes In A Short Time!
January 24,  2013 1:00 CST
(Limited Space)

Learn More »