Posts Tagged ‘Sales Presentation’

Developing A Better Understanding Of Each Manager’s Agenda

Monday, December 12th, 2011

When you are conducting a large group meeting and you know there are multiple personal agendas, it is your job to get each agenda to flow into your main area of focus.

So you may say, “Today’s meeting will focus on how we can streamline our departments. In order to do that, we will look at what is working right now, what is not working, and what needs to change. So let’s take a moment to look at some of the concerns and needs each of us might have and see in which of the three categories they fit. Then we’ll try to go through and make sure we address all of the issues.”

Make sure you correlate each manager’s agenda into the main group’s focus for that meeting. Anything that does not fit within the main focus, table for later discussion. This will ensure that your meetings are focused, proactive, and easily understood by all participants.

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How to determine when it might be time to interject a group activity or discussion, if for instance, the group seems like they’re losing interest

Friday, November 18th, 2011

If your presentation is straightforward, has clarity, and is of value to the audience, you will find they rarely lose interest.

But if they do lose interest, here are a few techniques you can use to rally the troops:

1.  Ask a question that you wish them to explore with a few other people near them. This can be a question such as, Looking at what we have covered so far, what are the top two ideas you’re excited to implement?”

2.  If you are covering complex data, find ways to anchor the data in everyday examples or metaphors, simplify the data, or pull them back in by saying, “So what this means to you is…”

If you find you often lose the audience’s interest, it means you are not relating the information enough to them, speaking in a monotone, or not simplifying your data to relate directly to your goal.

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Reading the audience’s body language and interpreting their tone of voice

Wednesday, November 16th, 2011

If your audience is pulled away from you with crossed arms, pursed lips, and glaring eyes, they’re telling you that they don’t like what they’re hearing or that they don’t want to be there.

If your audience is leaning forward but firmly planted in the chair, they are letting you know they’re eager to hear what you have to say. If they are leaning forward but slightly moving, they are telling you they are eager to leave.

If the audience is hostile to what you are saying, you will hear it in their clipped tone of voice and raised volume. If they’re confused about what you are saying they will have an upward lilt to their voice, with hesitancy and pauses in their questions.

If you want to get really good at reading body language, we have a DVD video available that goes through the positive and negative body signs and how to beat them. Just go to www.imp.us.com , Online, Store to order the Communicating More Effectively Body Language DVD.

Are there ways to change the dynamics of a bad meeting and glean more information from a prospective client?

Sunday, November 13th, 2011

One of the easiest ways to change the dynamics of a meeting is to simply change the body language.

You can’t change a person’s mind until you change their body language.

Test it out and see how the body language immediately changes when people agree or disagree with what is being said.

So if the meeting is going south, stop and say, “Let’s take a quick five-minute break and come back.” Or get coffee for everyone in the room. You can also try handing out information so people have to physically change their body language.

You can also simply stop the meeting and redirect it. Say something like, “Let’s step back for just a minute. I want to make sure I have correctly grasped what is important to you and what we want to accomplish today.“ Then repeat the goal of the meeting, allow them time to expand on anything, and verify that you understand what they said.

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Regaining The Audience’s Attention After A Break Or A Difficult Question

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.

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