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Shamus Brown’s Top 5 Sales Presentation Tips
When it comes time to give your next sales presentation, here are my favorite tips for delivering a powerful, charming and engaging sales presentation.
# 1 – Put your feet square on the floor
How you hold your body during your sale communicates a lot of information about you to your audience. Studies have shown that a person will unconsciously interpret about 55% of the meaning of your message from physiological signs in your body position, posture and face.
Share your presentation from a position of credibility. Stand with your feet square between your shoulders. Divide your weight evenly between your legs and place your feet firmly on the ground. Keep your hands relaxed on your side until you are ready to move on.
Shifting your weight from one foot to the other relates to the audience a lack of confidence. This happens subconsciously, if you ask someone, the usual response could be “he does not seem to trust his company” or “I’m not sure I can trust her”.
Try both balanced and unbalanced speaking behaviors now and see which one makes you feel more confident and ready for your next sales presentation.
# 2 – Get up
It is your job to lead the audience. The reason they are there to get something from you. So you have to guide them to where you want them to go. If you want people to be excited about your product or feel confident about you and your company, you must first create that feeling in yourself.
How do you do this? Simple. Do whatever it takes to get yourself excited. Jump up and down. Clap your hands. Play your favorite music. Top Five Your Sales Partners. You can do this where you will not be seen by the prospect (in your car, In the customer’s staircase, bathroom or outside the building). What do you think rock stars or actors do to warm up their muscles before going on stage?
The idea is to start your presentation in a great situation. Do this and the audience will follow where you want them to go.
Special Tip: Use this technique before making important calls so that you “turn on” when you make a call.
# 3 – Warm the audience
Another thing that big rock stars do before coming out on stage is that they have a warm action. The job of warm-up activities is to make the audience feel energized by the vital activity.
You can achieve the same effect by just playing music before you start your presentation. Many laptops now have a CD player, or you can use a boom box. The type of music you play will depend on your audience and the emotional state in which you want to keep your audience warm. Just think of how it will set you apart from your competition’s frozen PowerPoint slide show.
# 4 – Start with audience participation
The more relationships you have with an individual or a group, the more they will receive your message. One way to build a relationship with your audience is by asking questions from your audience during your first few minutes on stage.
Ask a question or two that most people can easily answer (but do not put anyone in the wrong place). Questions like “How long have you been here?” And “How long have you been working in this field?” Make it easy to have a conversation and start building a relationship between you and your audience.
# 5 – Maintain eye contact with individuals
You probably know you should. Now here’s why and how.
The more often you change the position of your focus, the more new information your brain is receiving. Your eyes are the visual sensory system for your brain. Change the focus quickly and often enough and you overload your brain to the point where you forget where you are in the presentation. Hey!
Keep your focus on what you want to say next by fixing your visual focus in a short time. Do this by ending a thought or a sentence (whichever you find easier) while maintaining eye contact with the person. Move eye contact with new people with each new idea or sentence.
© 1999-2004 Shamus Brown, All Rights Reserved.
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