You Can’t Sell Your Audience Unless You Do This One Thing

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Most people think that just because they are speaking to a larger group of people when they are “on stage” both literally and figuratively that the audience will be sold when they are finished giving their presentation or speech. This type of thinking will definitely prove to be the fallacy that will kill any chance of you being an effective and persuasive speaker, but truly this is how most people think! For example once every quarter my church is looking to solicit members on their capitol campaign contributions so what they do is to have a representative or board member of the campaign come up to the podium during mass and make their plea to members to give. So all I see that they are doing here is making their presence in front of a captive audience with a little plea to contribute to fund that’s it! No hook, no story, no close!  Now of course they will get a god bit of donations by default but there was no selling whatsoever. Similarly I know that you have sat through many company presentations as have I where someone will come up to the front of the room with their power point, give their title and regurgitate their presentation to the audience thinking that just because they were captive in front of an audience for 10 to15 minutes that they sold the audience, NO this does not happen! The whole idea to pitching a presentation to a large group is to sell your idea, plan or cause right?

This failure of not being effective when you only have one shot is due to not having a well constructed presentation. So how can you be sure to make yourself an effective speaker in front of an audience? There is a very simple formula that if used properly will be able to capture then sell your audience successfully, notice I said CAPTURE then sell. Capture is the first step and this is the ability to be able to “hook” your audience at the beginning of the presentation of speech. A hook is what initially draws or baits the audience to listen for more to come or a hook is designed as a mechanism for a solution that the audience came to remedy or improve an issue they came to resolve. A good example would be a first line manager giving a presentation to upper management on productivity improvement. A insufficient hook would be “How we will Improve Productivity in 2018”  Good hook or title that would definitely get attention would be “How improving communication within your company will lead to Increased Productivity and decreased waste” I think that you would agree the latter opening of a presentation would get attention and have the audience “waiting for more”. The second thing is to make sure that you have three point of interest as an outline that you will be covering – once again these three points should be additional hooks with explanations of pure examples that will back up of substantiate your original title or hook. After you have sold the audience with your three points you will close and I mean close your audience by simply reiterating your three points and tying them back to the title for example you will say something like this “ so by Creating winning strategies among different  management styles , Improving communication between teams to streamline your processes and , properly utilizing each individuals team members strengths will lead for efficient production you will be able Improve Communication Within Your Company that will Lead to Increased Productivity and Decreased Waste.

If you want to be successful the next time you deliver your next presentation use this simple formula in order to actually “Sell not Tell” your audience for the outcome that you want.

 

 

Follow These Tips and Overcome Your Public Speaking Fears

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Most people DO NOT like to speak in front of an audience being that they experience great anxiety or public speaking fear issues in front of crowds. I run into many professionals that say that are great one on one and are great sales people but fail in front of audiences simply because they are afraid. Actually most of those people would love to be more comfortable speaking to a large audience, but either do not know how to remedy this fear or are not motivated to do so. The fix just takes a little courage and few simple tips that can be used with practice to overcome this affliction that is holding them back from being good presenters.

Public speaking Tip #1 – Know that 90 percent of your nervousness does not show to the audience. The folks out in the crowd cannot see things like your sweaty palms, nervous stomach, racing heart and many more, so relax and with the knowledge that  the audience does not know that you are nervous.

Public Speaking Tips #2 and #3 – Never try to memorize or recite your presentation word for word.  Many speakers fall into the trap thinking that they can deliver the perfect presentation if they memorize or recite but this feat is impossible and it will only lead to a broken presentation.

Public Speaking Tip #4 – Search the audience for friendly and receptive faces. This will give you the confidence that you are being well received.

Public Speaking Tip #5 – Show up early and get everything set up right. Being prepared and knowing everything is set will give you plenty of confidence at the beginning of your presentation because you will feel like you own the room.

Public Speaking Tip #6 – If at any moment during your presentation that you feel uptight or nervous , simply take a few deep breaths. Taking deep breaths brings more oxygen to the brain and will relieve your nervousness.

Incorporating these simple techniques public speaking when you are speaking in front of large or small groups will definitely give you the ability to overcome your public speaking anxiety.

How to be More Persuasive for a Successful Presentation

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The Purpose of a Good Presentation

PPT article

Most people who give their presentations will spend their time dispensing their information to their respective groups that may include bosses, work peers, committees, and customers and so on. The presenters will have the information pertinent to their subject of discussion and illustrate with power point or some other visual aids. They will do their best to convey their information to their audience and probably be glad to have gotten through with their act. The purpose of a presentation is to sell your audience and most individuals think that they will get their point across by just simply presenting the information. I’m sure that this information is all pertinent and well thought out, but in order to have a great impact on your audience you have to follow a formula. A successful presentation has to be persuasive just like a sales pitch and a lot of times that it what a presentation is all about – trying to convince your audience.

Giving a Winning Presentation

A persuasive presentation has to grab the audience right from the start and your title should do just that. The title of a presentation should be a solution for what the audience has come to listen. If you were giving a presentation on a new process that your team had developed that will save the company a lot of money in the manufacturing process but will require some initial expenditures that over time will recoup the initial costs you would probably create a title something like “A New Process Development that Will Reduce Our Manufacturing Cost for a Higher Profit Margin. This title will probably get the attention of the bottom liners right from the get go. Now that you have a great title you will need to develop three key points, why only three? , Because your audience will not be able to remember more than three points. Each one of your points should be a breakdown of the three most important things you will want to touch on and those key points should be in order as the first, second and third of importance. Each point should be substantiated with an example for instance to prove your points just like an attorney presents facts and evidence to a jury. The example should include a date, who was involved and what the outcome was. Do you see how this is working so far? We had the title that hooked our audience and then a logical flow of points that we are selling to the audience and backing them up with credibility. After we have given our last point we will then close by and only by going back through and reciting each point and only the points without anything else that will cause you to “oversell” and then reiterating the title. It will probably sound like this so by altering the current Fetzer valve , cutting down on machine waste, and reducing production time we will have “A New process Development that Will Reduce Our Manufacturing Cost for a Higher Profit Margin” Bam! You have just closed you audience!

Developing an attention getting title and backing it up with key points to substantiate your purpose will help you be more persuasive for a successful presentation.

 

Why Building Rapport with your Audience is Crucial to Your Presentation

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What Makes a Good Story

How many people like a good story? Stories can be entertaining and give us a little break in the midst of a presentation. effective ppresentation skillsThey are generally woven through speeches, presentations at certain points. Stories are used in any kind of public presentation, and presenters of all types use these stories strategically to engage their audiences in a manner so that they will remember their pitch long after they leave the room. I remember attending a seminar and the speaker kept integrating stories into the presentation, but the magic here was that each story had an element that I either experienced myself or something closely related to an experience that I had and he used them precisely to illustrate his points.

Key Elements to Building Rapport with Clients

Stories have elements in them that build rapport with the audience so that the individuals can relate parts or the entire story to their life or someone that they know. Building rapport can also establish emotional connections with your audience. As I mentioned, a good presenter will use stories at the right point in their presentation to be successful with their presentation. Here are some rapport building techniques for example; if you are trying to convince your neighborhood to form a community watch group during your next neighborhood association meeting you will probably site an instance when you may have been robbed or vandalized, and your audience will be able to relate to your experience being that they may have been a victim of burglary or had damage to their property by vandals or maybe even heard of a case that happened to someone they know. In any event you will capture the audience’s attention as soon as their memory is triggered by related information. Another good example in a corporate situation would be presenting a new idea to upper management that you have come up with a new process or solution that will save them time and money but will require them to scrap the old system that has been working to their satisfaction for years. In this instance you will use an example of how you used and tested the new system and what the results were. What you are doing here is presenting compelling evidence in a story form to upper management so that they can relate the old process vs. the new process and what the positive outcome will be.

Adding stories to build rapport with your audience will ensure that they will take your message with them long after your presentation is over.

 

 

How to Impress Your Sales Prospects Quickly to Get the Door

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How to Succeed in Outside Sales

In order to succeed in outside sales you need to start on the inside. So how do you cover a lot of ground to build your sales funnel these days ? It’s not easy because there are so many means of communicating with a potential customer. Nobody answers their phone anymore and nowadays some folks will not even respond to your email! They say that social media is the new way to the attention or communicate your information to potential customers and they will come to you, but eventually you will have to engage in a conversation with your prospect via telephone to get in the door.

Top Sales Techniquessales success

So how do you achieve sales success? After many years in sales , I actually developed my sales skills on the telephone to “get the appointment” working with one of the major radio broadcasting stations. There were 12 sales professionals selling to a very narrow demographic so you could imagine what was left to call on. My plan was to find old accounts that nobody wanted and to find ways to sell different demographics creating alternate needs for the our product. I wanted to cover as much ground as possible without wasting a whole lot of time and energy so the best way to target the companies that I had in my was to try to call them by phone to get a chance for an appointment. These days if you do get an appointment it means two things – They have a genuine need to see you or they need another quote which can also end up in a sale but that is a whole new conversation. The first thing I did was research on the company, and have some semblance of a solution ready for them when I got them on the line. One thing you NEED to keep in mind is that you do not want to sound like a canned sales pitch, to avoid this most successful sales professionals keep their “pitch” conversational and this is the approach I used . I was successful at this method because in the course of conversation I would find out in a short period of time if they were happy or not with their current situation then the prospect would invite me in for an appointment and then my chances were very good that I would end up closing them. Needless to say I increased my sales 400 percent using these tactics and was asked to become a mentor for the other new reps and then shortly thereafter to become the Sales Manager.

Sales Tips for Success

Most recently I had the opportunity to perform my skills with sales coaching for a software company that provides sales training to the automotive industry. I was tasked to listen in on the sales people’s repertoire and found that they would just go into their usual routine of presenting the product. Their close ratio was low and I found a couple of simple key things that helped them to be more successful. The first thing I taught them was to find out why the prospects inquired about the program in the first place. Then to talk about that pain at the beginning of the sales call and reiterate the pain throughout their sales presentation and attach it to the solutions that the software company offered.

This method immediately got the prospect talking and asking questions, which leads to closing the sale! (When your prospects starts asking questions you always have a good chance of selling them.)

The secret to successful telephone sales is getting the prospects attention in a very short period of time, this is why the company research and offering a solution to your prospect that creates value will get you in the door to insure inside sales success.