Have you ever wondered how some salespeople seem to improvise almost perfectly when giving a presentation? Everything seems to flow, as if they knew exactly all the circumstances they would be facing. Those people seem to have tapped into some secret knowledge on how to spontaneously provide a cohesive sales message.
Often, it’s our presentation skills that can make or break a sale, regardless of our vehicle. The good news is that we all can possess the keys that will give us access to the presentation skills that will close sales.
Here are some secrets that have made my presentations more successful:
Grab them right away. As salespeople, we only have those first few critical seconds to make a lasting impression. Perhaps start with an impressive statistic or a rhetorical question. When I teach presentation skills, sometimes I’ll ask my students, "How many of you want to make more money?" Then, I allow a little time to go by and say, "Fine, stay with me for the next hour, and I’ll help you learn how to do it."
Use simple, action-oriented language
Simple is not elementary; what you’re doing is making it easy to understand and digest. Keep in mind the acronym EASY:
[list:2b2y9uf4]E – Enthusiasm and energy are key. Be alive and vital when you present.
A – Articulate your message. Clarity is essential.
S – Simple, short and to the point.
Y – Your prospect – focus on them. This also helps take the focus off your nervousness and inhibitions.[/list:u:2b2y9uf4]
End with emotion
Appeal to what matters most. Paint a word picture that your audience can see by the words you draw.
Keep in mind, it’s not always what you say, but how you say it. Probably the most neglected aspect of a person’s image is his voice, yet the quality of our voices will have a profound effect on how we’re perceived.
Research tells us that, when we present, several things are taken into account by the prospect. Our voice inflection and modulation accounts for 37%, our appearance 55%, and what we actually say is only 8% of our message.
When you’re preparing for your next presentation, keep the following 7 survival skills in mind:
[list:2b2y9uf4]1. Act excited and eager to share your information
Dale Carnegie believed this was critical to taking the "stage." Plus, your words will come from a place of passion.
2. Be animated while being yourself
It’s hard enough to remember all that you need to, so develop your own style. Although it’s great to emulate others, just be the real you when you present.
3. Be aware of your hands and gestures
Your body is the number one visual aid. Practice in front of a mirror. Watch your face and gestures. Develop natural and graceful gestures.
4. Vary your voice pattern
Use pauses to add drama, suspense, and to make a point. Watch television for examples. Even everyday news is better communicated with an effective presenter.
5. Keep your posture straight and natural
This takes practice, and the payoff is total confidence and control.
6. Be organized and prepared
As a salesperson, you have a destination: to close a sale. When you have a road map, you increase your chances of getting there. It’s amazing how much more confident we feel when we know our material and are organized. Prepare and rehearse.
7. Know how to answer questions and objections
And do it in a nondefensive way. Remain steadfast to what the commercial used to say: "Never let them see you sweat."[/list:u:2b2y9uf4]
Have a positive feeling about what you’re presenting and project to your listeners the value and significance of the radio station they’re tuned into all day long: WII-FM — What’s In It For Me?