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Business Presentations - Use Power Pitching - Get the Personal Edge
Whenever and whatever you're pitching, dozens of factors will figure in the final decision of your prospects. All else being equal, you have the edge if you can establish a personal connection. Connect emotionally and intellectually, so they like and trust you more than your competitors. How can you get your prospects to like you? Try these tips. * Focus and be sincere. If you appear nervous or unsure, you may seem devious or incompetent. If your sales presentation does not respond to their concerns and you just grind on with a prepared pitch, they will decide you don't care about them and their problems. Look people right in the eyes and convince them that you stand 100% behind the ideas, products, or services that you want to sell them. Pick up on their concerns, and address them. * "Divide and conquer." If you're doing a sales presentation, shake hands with everyone as they enter the room. Connect with them so you see them as individuals, and you become more memorable to them too. (People are usually more shy of groups of strangers than in one-on-one contacts.) * Use technology to enhance your sales presentation, not drown it. PowerPoint can keep you on track, but it can't establish trust. * Keep it simple and memorable! When your prospects have a debriefing afterwards, you want them to remember what you said more than anything your competitors pitched to them. Break your talking points into snappy sound bites that are easy to write down and remember. Make them interesting and repeatable. * Steer clear of technical language and jargon. Rehearse your presentation in advance with your spouse or an intelligent 12-year-old across the dinner table. If there's anything they don't understand, it's too complicated. * Tell great stories. People are trained to resist a sales pitch, but no one can resist a good story. Let's say you're trying to get money to fund your software company. Tell a story about how the prospective investor's life will change when you bring the product to market: "Imagine that a year from now you'll come to work and use this software to do in 5 minutes what now takes you 45 minutes. I don't know what that would do to your life, but in all our test markets or pilot programs, people tell us..." Then add more stories. Take a lesson from Hollywood. Give your stories interesting characters and dialogue, plus a dramatic lesson that your prospects can relate to. Don't say, "Certain companies have used our software." Don't even say, "IBM has used our software." Instead, say, "Joe Smith at IBM said to me, 'If we don't increase sales turnover by 20%, we want make our projections'. We guaranteed them they could if they used our software. Six months later, Joe called and said, 'You guys saved us.'" If you are pitching a product that hasn't been built yet, build a story about what it will be like for someone using it. Everything else being equal, you're way ahead of any and all your competition when your prospects relate to you, like you, and trust you. Patricia Fripp, CSP, CPAE is a San Francisco-based sales trainer, executive speech coach, and award-winning professional speaker. She is also a Past-President of the National Speakers Association. For more information on her sales training; executive speech coaching; books, CDs, DVDs, and videos contact: PFripp@Fripp.com, 1-800 634-3035 or visit: www.fripp.com">http://www.fripp.com Patricia Fripp offers this article on a nonexclusive basis. You may reprint or repost this material as long as Patricia Fripp's name and contact information is included.
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10 Profitable Tips for Creating Better Sales Presentations No matter what your business is, you will enhance your level of success by developing a well-organized sales presentation. A good sales presentation involves two primary elements:(1) The pre-planned sales talk. Dump that Overhead Projector! What is it about overhead projectors that causes us to become lousy communicators? Why do our speeches or presentations lose much of their steam when we use overheads?Well, for starters, we often give more attention to the overheads than the audience. It can't be helped. Painless Presentations Did the "Painless" part of the title get your attention?Speaking in front of a group ranks with death of a family member and loosing a job when it comes to the emotional toll it takes on some people.If you are one of those folks who look for any excuse not to give a presentation in a meeting, social club or your church take heart. How To Run Your Greatest Conference Ever Like most good achievements, a magnificent meeting depends on planning and preparation. These are essential to a good conference and this article explains the basics of what you need to do. Writing The Query Letter The query letter is simply a business letter that serves a dual purpose. It is an introduction of you to an agent, and an inquiry as to whether the agent would be interested in seeing a particular piece of your work. Plasma Screen Hire - What Do You Need to Know for Presentations How many people will need to see the screen? A 42" plasma screen is the most common size and will usually be sufficient for a smaller meeting - up to 20 people. Several other sizes, bigger and smaller, are available, including 32, 37, 40, 50, 61 inches and now up to 81". Is Now Really the Time to Hire a Professional Speaker? Since the events of September 11th and the economy slipping into recession, many organizations have been faced with deep budget cuts. Given the current financial hardships and wide spread layoffs, some managers are questioning whether they should continue to invest in bringing professional speakers into their organizations. The End is the Beginning People remember best what you say last. In a presentation, what people take with them to put into action or to connect with what they already know depends to a large degree on how you end the presentations. What Every Manager Should Know About How to Sharpen His Presentation Skills Regardless of the nature of our job or social standing, sooner or later we will be called upon to make a presentation of one sort or the other. To sharpen your skills, whet your audience's appetite, and educate them, here is the key to your success: organize your presentation by keeping them in mind. How to Teach: Lecture vs. Discussion WHEN ONLY A LECTURE WILL DO: Under certain circumstances, of course, the lecture is the only workable format. For instance, when it is necessary to reach a large audience in a short time frame, or when the attendees have no knowledge of the subject whatsoever, there is really no choice. Show the World Your Wares Easily and Inexpensively You've spent a lot of time preparing your PowerPoint presentations and now you're ready to show the world all your company has to offer. You set up some appointments for sales presentations with a few members of the local Chamber of Commerce. How to Make Good Use of Your Web Conference Session Preperation is vital when conducting a successful videoconference session. Thus there are a number of steps to remember prior to the videoconference session itself:Always test the equipment before hand. Move Key Audiences to Actions You Want How?Try a blueprint like this: people act on their own perception of the facts before them, which leads to predictable behaviors about which something can be done. When we create, change or reinforce that opinion by reaching, persuading and moving-to-desired-action the very people whose behaviors affect the organization the most, the public relations mission is accomplished. The Presentation After the Presentation Allowing the audience to ask questions after your presentation is an excellent way to reinforce your message and to continue to sell your ideas. In addition, because listeners can ask for clarification, audience members are less likely to leave your presentation with misconceptions about the concepts you delivered. Incorporate Humor in Your Next Speech Some speakers say, "I could never use humor in my speech; I just don't feel comfortable with it." I believe that anyone can use humor and that it is a valuable tool in speaking. Speech in Business The social skills of a small businessperson, franchisee, independent contractor or manager are all important. Speech and body language are first impressions and weigh heavily on the decision making process of a potential prospect or customer. The Secret Language of Money At a number of business seminars and presentations, I passed out an index card and asked each person in the audience to write anonymously a single answer to each of three questions. The three questions are:1. How to Chair a Meeting You don't have to be on a stage to be a public speaker. Your platform may be a meeting room. Develop The Winners Edge Through Conversational Hypnosis Communication is vital for survival in an age of information that is undergoing a "shock-wave" of changes. Nationally and globally, we remain in a crisis in traditional literacy. Facilitating Panel Discussions A client recently called to say she was going to facilitate a panel for the next business meeting. She had never done so before and asked if I could coach her.
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