Posts Tagged ‘Sales Training’

Where Should I Stand When Presenting?

Monday, October 24th, 2011

The very best thing it is to position yourself so your audience can readily see you without anything blocking your body from them.

Lecterns actually create a barrier between you and your audience and should be avoided if possible.

Remember, if you are standing, the entire room is available for you to move around in as you talk. I recommend you do not go any deeper than one third of the audience so you maintain maximum eye contact.

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When To Fill Dead Space And When To Remain Silent

Friday, October 21st, 2011

If you’re asking your audience to do some serious thinking, you’d better be comfortable with lots of dead space.

The more complex your information, the more time your audience will need to process, digest, and then engage.

If you are doing question and answer, you will always have a long stretch of dead silence, so be prepared for that. The easiest way to fight dead space is to plant some people in the audience with questions so they can get the ball rolling.

If you can’t put anyone in the audience with questions, come prepared with two or three questions and start the ball rolling yourself by saying, “Let me share some questions I am commonly asked while you ponder what additional questions you have for me.”

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Moving An Informal Conversation To “Business Talk” Without Being Too Obvious

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.

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What Is The Best Time And Technique For Closing A Deal?

Wednesday, October 5th, 2011

Morning seems to be the very best time, and Friday is the best day.

In the morning, your audience is ready to take action and produce results. Therefore, they will be more likely to want to take action and sign the deal. On Fridays people want to get things off their plate, so they are more likely to make a decision and not ponder over the weekend.

When closing a deal, do not use the standard watered-down phrases of “So what you think?” or “So how do you feel about that?”

Instead, make sure you have set up in advance what the goal of your time together is. That way you can refer to the agreed-upon goal in your closing. For example, “John, if we are able to help you develop stronger leaders, would you be able to sign on that today; or who else would we need to have involved?”

If you do not have all the dealmakers at the table, it is best to suspend the conversation until you do.

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Presentation Skills – Be A Better Presenter And Closer Over The Telephone

Friday, September 30th, 2011

Presenting on the phone is a disadvantage because you cannot read body language. According to Ray Birdwhistell, noted anthropologist, 60% to 90% of every conversation is interpreted through body language. Over the phone, you are missing this critical information.

So in order to be better at presenting and closing over the phone, there are a couple of things you need to do. First of all, stand when you are presenting. If you remain seated, you will have a tendency to slouch, especially if the conversation gets tough. Once you start slouching your voice box and diaphragm will contract and your voice will sound defeated or desperate.

In order to close over the phone, you need to be able to listen and discover which type of communication style you are talking to so you can better understand what will make that person want to buy.

Really listen to yourself when you are on the phone and find out if you are actually closing. “So what do you think?” and “How do you feel about that?” are not closes. They are merely dangling lines. They make it very easy for the customer to put you at bay and not make any decision.

A far better close is, “On a scale of one to ten, where are you with…” All four communication styles will give you an exact number. Once you have been given a number, you can say, “So what would it take to get from a six to a ten?” You will find that they will give you precise information about what is missing or what they need in order for it to move from a six to a ten. This way you will find out if they misunderstood anything you discussed, if there is competition, or if they are just kicking tires.

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