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Atricle Dump - How To Deliver A Professional Sales Presentation
Want to learn how to lose a billion dollars?Just follow the marketing strategies used by GM, Ford and Daimler Chrysler. Yes, some of the largest corporations in the world are missing some basic tenants of marketing and it's worth taking a look at what they're doing wrong so you don't make the same mistakes. You don't want the following headline written about your company."GM Hits Billion Dollar pot hole" - Miami Herald "GM shares fell to a 12 year low." - New York TimesWhat are some of the most glaring mistakes a handful of car companies are making?1. Discount PricingGM and Ford offer free loans and rebates worth thousands of dollars to prompt people to buy their vehicles. Good idea?When you need to resort to bribing people to buy your products or services, it's a sign that something is terribly wrong. The idea is to provide value, help your prospects understand the perceived value and charge enough to make a reasonable profit. When you start discounting your product as a means to get people to buy it you've entered an endless downward cycle.The next time a prospect buys, they'll want an even larger discount and there will always be somebody who will undercut you on price. Eventually you'll end up like GM, losing lots, maybe not billions, but enough to threaten the life of your business.2. Ma
-Translation of advantages into actual prospect’s benefits.
Summarise
- Summarise topics.
Question & Answer Session
- Encourage questions to reiterate important points
Close -Outline your action plan - what you want your prospects to do based on what you have told them.
Message
Your message is the core of your presentation - this is where you must be at your most persuasive. The definition of persuasion is “Causing someone to do something by argument, reasoning or entreaty” Most persuasion requires some form of evidence.
Audiences process information in two ways; by responding emotionally to imagery or by using logic. Therefore you must address both ways of perceiving information and you achieve this by using analogies to appeal to imagery and facts and figures to appeal to logic. You will never control your audience’s feelings and actions but you can plant images and create feelings that lead to the actions.
The Three Laws Of Successfully Communicating Your Message:
To achieve a balance in your presentation, for every
If you are thinking of adding promotional items to the scope of your marketing techniques, congratulations. The statistics prove that promotional items increase the effectiveness of several aspects of any business. They can assist you in establishing your brand, enhancing brand identity, encouraging would-be clients to choose you over other competitors. They also have the power to generate fresh leads and raise the response rates for direct mail strategies. Furthermore, promotional products add to the success of trade shows and in the end facilitate customer loyalty.The next opportunity for you to invest in a promotional product campaign is just around the corner. Reflect on the following examples for inspiration on your next marketing strategy.• Build customer loyalty. Promotionals can help your clients establish positive associations about your company. Free products make an impression and increase the likelihood that people will return to your business. The studies show that most individuals will choose you over your competition after you have donated promotional products.• Reinforce your brand. Advertising frequently and demonstrating it equals visibility. The more exposure the public has to your brand, the more familiar people become with it. It takes multiple instances for a person to remember and respond to an
Presentations allow us to : -
• Influence a group of important people.
• Gain consensus and commitment.
• Find out who the real players are and the real status.
• Set ground rules for a major sale.
• Make a lasting impression of professionalism.
When it comes to the enthusiasm that sales professionals have for making a presentation, they broadly fall into four categories, (as I highlighted in a previous article - :”When It Comes To Making Presentations, The Very Best Salespeople Are Seekers”)
The Avoider:
An Avoider does everything possible to escape from having to stand in front of an audience; in some drastic cases salespeople may seek positions that do not involve making presentations.
The Register:
A Register is also extremely hesitant of speaking in public, however Registers may not be able to avoid speaking as part of their job but they never encourage it. When they do speak they do so very reluctantly.
The Acceptor:
The Acceptor will give presentations as part of their job but does not seek opportunities to do so. Acceptors occasionally give a presentation and feel they did a good job. They even find that once in a while they are quite persuasive and enjoy the experience.
The Seeker:
A Seeker looks for opportunities to speak. They understand that anxiety can be a stimulant which fuels enthusiasm during a presentation. Seekers work at building their professional communication skills and self-confidence by speaking often.
The reality is, that making presentations is an essential sales skill, Top 5% achievers are very good presenters. Any salesman or woman, who has ambitions to become the best in their sector or industry, will need to ensure that they can deliver dynamic, convincing and professional presentations, whenever they are called upon to do so.
Becoming a Seeker is a pre-requisite to success!
There Are Four Key Elements Of A Successful Presentation:
Element One: Structure
In preparing for any presentation, there is a simple, yet useful structure: -
• Prospect Need
• Prospect Advantage
• Your Proposal
• Your Action.
Prospect Need:
It is essential that you consider your prospects/ audience’s views because every prospect/audience has a need. Need consists of two parts - symptoms and causes, (through identifying the symptoms we find causes).
Prospect Advantage
• Main - This demonstrates how your ideas will meet the needs and resolve the prospects problems
• Added - These are powerful persuasions that explain why your ideas are superior and compelling.
Advantage statements should always be specific
Your Proposal:
Never assume your audience is as informed about the subject as you are. You must define your proposal by explaining the general pattern to the extent that your audience needs in order for them to understand the message.
Your Action:
• Present Action - This is a single immediate action that your audience must initiate.
• Future Action - These will be a series of actions, spread out over a period of time (example: inform departments of order, form consultative groups, finalise policy, implement policy).
Remember:
Your ideal presentation will cover the above four steps, however you may change the position of the two pairs according to your audience.
Format:
The following format will ensure that your presentation is forceful and compact, it will give you control over the content and structure of your message. You will need to adapt the elements so that they can be used in any sequence to fit your presentation agenda and to match that of your audience.
Opening
- Introduce yourself
- Thank your prospects for their time
- Build credibility
- State your objectives
- Confirm the level of commitment you expect
- Overview the elements
Agenda
-Topics to be covered
Overview
- Brief presentation of your prospect’s, goals and objectives
(The primary goals that you will address).
Review Requirements
-Those identified and agreed at the Exploratory Meeting.
Proposal Discussion (Your Solution)
-Highlight features and associate advantages.
Benefits
-Translation of advantages into actual prospect’s benefits.
Summarise
- Summarise topics.
Question & Answer Session
- Encourage questions to reiterate important points
Close -Outline your action plan - what you want your prospects to do based on what you have told them.
Message
Your message is the core of your presentation - this is where you must be at your most persuasive. The definition of persuasion is “Causing someone to do something by argument, reasoning or entreaty” Most persuasion requires some form of evidence.
Audiences process information in two ways; by responding emotionally to imagery or by using logic. Therefore you must address both ways of perceiving information and you achieve this by using analogies to appeal to imagery and facts and figures to appeal to logic. You will never control your audience’s feelings and actions but you can plant images and create feelings that lead to the actions.
The Three Laws Of Successfully Communicating Your Message:
To achieve a balance in your presentation, for every
One of the fastest growing segments in the entrepreneurial segment, whether local or international is the home business. Online businesses have been regularly making headlines as they reach new heights and more and more retail investors are venturing into it. If you are looking at investing your savings in your home business, here are some valuable tips that might come in handy before you start dreaming of double-digit gains:1) Study the market It makes no sense to start your home business blindly. If you plan to really make money out your business, you need to know it well. You can start by studying the online businesses with Google, in which you want to invest by reviewing the related financial papers and following the news that gets published every day. Apart from these two sources, the Internet can also act as a good source of education about the market.2) Start small Once you have a fairly decent idea about the home business arena, then it is advisable that you take a small amount of money and start investing in the scrips that qualify as per your personal barometers. If you are unsure of how to go about it, it is recommended that you get someone to recommend the right business. Make sure you choose someone who is better informed than yourself and invests in the market. You can even get the services of a consultant if y
The Acceptor:
The Acceptor will give presentations as part of their job but does not seek opportunities to do so. Acceptors occasionally give a presentation and feel they did a good job. They even find that once in a while they are quite persuasive and enjoy the experience.
The Seeker:
A Seeker looks for opportunities to speak. They understand that anxiety can be a stimulant which fuels enthusiasm during a presentation. Seekers work at building their professional communication skills and self-confidence by speaking often.
The reality is, that making presentations is an essential sales skill, Top 5% achievers are very good presenters. Any salesman or woman, who has ambitions to become the best in their sector or industry, will need to ensure that they can deliver dynamic, convincing and professional presentations, whenever they are called upon to do so.
Becoming a Seeker is a pre-requisite to success!
There Are Four Key Elements Of A Successful Presentation:
Element One: Structure
In preparing for any presentation, there is a simple, yet useful structure: -
• Prospect Need
• Prospect Advantage
• Your Proposal
• Your Action.
Prospect Need:
It is essential that you consider your prospects/ audience’s views because every prospect/audience has a need. Need consists of two parts - symptoms and causes, (through identifying the symptoms we find causes).
Prospect Advantage
• Main - This demonstrates how your ideas will meet the needs and resolve the prospects problems
• Added - These are powerful persuasions that explain why your ideas are superior and compelling.
Advantage statements should always be specific
Your Proposal:
Never assume your audience is as informed about the subject as you are. You must define your proposal by explaining the general pattern to the extent that your audience needs in order for them to understand the message.
Your Action:
• Present Action - This is a single immediate action that your audience must initiate.
• Future Action - These will be a series of actions, spread out over a period of time (example: inform departments of order, form consultative groups, finalise policy, implement policy).
Remember:
Your ideal presentation will cover the above four steps, however you may change the position of the two pairs according to your audience.
Format:
The following format will ensure that your presentation is forceful and compact, it will give you control over the content and structure of your message. You will need to adapt the elements so that they can be used in any sequence to fit your presentation agenda and to match that of your audience.
Opening
- Introduce yourself
- Thank your prospects for their time
- Build credibility
- State your objectives
- Confirm the level of commitment you expect
- Overview the elements
Agenda
-Topics to be covered
Overview
- Brief presentation of your prospect’s, goals and objectives
(The primary goals that you will address).
Review Requirements
-Those identified and agreed at the Exploratory Meeting.
Proposal Discussion (Your Solution)
-Highlight features and associate advantages.
Benefits
-Translation of advantages into actual prospect’s benefits.
Summarise
- Summarise topics.
Question & Answer Session
- Encourage questions to reiterate important points
Close -Outline your action plan - what you want your prospects to do based on what you have told them.
Message
Your message is the core of your presentation - this is where you must be at your most persuasive. The definition of persuasion is “Causing someone to do something by argument, reasoning or entreaty” Most persuasion requires some form of evidence.
Audiences process information in two ways; by responding emotionally to imagery or by using logic. Therefore you must address both ways of perceiving information and you achieve this by using analogies to appeal to imagery and facts and figures to appeal to logic. You will never control your audience’s feelings and actions but you can plant images and create feelings that lead to the actions.
The Three Laws Of Successfully Communicating Your Message:
To achieve a balance in your presentation, for every
In Part 2 of this series, we’ll continue to examine points of influence, the social science research that supports their efficacy, and what you can do as a business leader to use them to your advantage. The points of influence in Part 2 are Contrast and Pointing out the Negatives.ContrastContrasting ideas in proximity is an effective point of influence. For example: big vs. small, expensive vs. inexpensive, showing the “best” option first and then showing a smaller option next. This is why they sell you the add-ons to your brand new car after you’ve already agreed to spend the big bucks on the new car. Studies done in the retail industry have borne this out, particularly in the clothing sector. It is traditional thinking for a salesperson that if someone comes into the store – say a men’s clothing store – that they should sell them something small first like a tie or a shirt and then try to move them up to bigger ticket items from there. Research shows that the exact opposite of that is more effective. The reason is this: if I spend $25 on a tie and you show me a $450 suit, the $450 will seem bigger to me than it really is – that’s the law of contrast. The logic is that you want to show your customer the suit first, because it becomes a lot easier to show them the shirt and the tie after that because after spending $450 on
• Prospect Need
• Prospect Advantage
• Your Proposal
• Your Action.
Prospect Need:
It is essential that you consider your prospects/ audience’s views because every prospect/audience has a need. Need consists of two parts - symptoms and causes, (through identifying the symptoms we find causes).
Prospect Advantage
• Main - This demonstrates how your ideas will meet the needs and resolve the prospects problems
• Added - These are powerful persuasions that explain why your ideas are superior and compelling.
Advantage statements should always be specific
Your Proposal:
Never assume your audience is as informed about the subject as you are. You must define your proposal by explaining the general pattern to the extent that your audience needs in order for them to understand the message.
Your Action:
• Present Action - This is a single immediate action that your audience must initiate.
• Future Action - These will be a series of actions, spread out over a period of time (example: inform departments of order, form consultative groups, finalise policy, implement policy).
Remember:
Your ideal presentation will cover the above four steps, however you may change the position of the two pairs according to your audience.
Format:
The following format will ensure that your presentation is forceful and compact, it will give you control over the content and structure of your message. You will need to adapt the elements so that they can be used in any sequence to fit your presentation agenda and to match that of your audience.
Opening
- Introduce yourself
- Thank your prospects for their time
- Build credibility
- State your objectives
- Confirm the level of commitment you expect
- Overview the elements
Agenda
-Topics to be covered
Overview
- Brief presentation of your prospect’s, goals and objectives
(The primary goals that you will address).
Review Requirements
-Those identified and agreed at the Exploratory Meeting.
Proposal Discussion (Your Solution)
-Highlight features and associate advantages.
Benefits
-Translation of advantages into actual prospect’s benefits.
Summarise
- Summarise topics.
Question & Answer Session
- Encourage questions to reiterate important points
Close -Outline your action plan - what you want your prospects to do based on what you have told them.
Message
Your message is the core of your presentation - this is where you must be at your most persuasive. The definition of persuasion is “Causing someone to do something by argument, reasoning or entreaty” Most persuasion requires some form of evidence.
Audiences process information in two ways; by responding emotionally to imagery or by using logic. Therefore you must address both ways of perceiving information and you achieve this by using analogies to appeal to imagery and facts and figures to appeal to logic. You will never control your audience’s feelings and actions but you can plant images and create feelings that lead to the actions.
The Three Laws Of Successfully Communicating Your Message:
To achieve a balance in your presentation, for every
Stamp collecting is one of the world's most popular hobbies. It includes the collecting of postage stamps as well as related objects. Related objects include envelopes or packages with stamps on them.Stamp collecting is often mistaken for the term philately. Philately is the study of stamps and not collecting of stamps. Philatelists often collect objects of their study. However, it is not mandatory for them to do so. Usually, casual collectors gather stamps without taking into consideration the minute details. Nevertheless, collecting stamps in comprehensive or large quantities require philatelic knowledge. In some small countries, limited runs of elaborate stamps are designed so that stamp collectors purchase them. In these countries, stamp collectors prove to be a vital source of revenue. In such countries, the stamps produced exceed the postal needs of the country by a commendable margin.People that indulge in stamp collecting generally observe the rise in prices of rare stamps. Some stamp collectors also indulge in Philatelic investment. Rare stamps are tangible investments and are portable. Collections of rare stamps are an attractive alternative to art and precious metals.In order for stamps to be kept safely, it is advisable that they are kept in an album or stock sheet. There are different stamps that people normall
Remember:
Your ideal presentation will cover the above four steps, however you may change the position of the two pairs according to your audience.
Format:
The following format will ensure that your presentation is forceful and compact, it will give you control over the content and structure of your message. You will need to adapt the elements so that they can be used in any sequence to fit your presentation agenda and to match that of your audience.
Opening
- Introduce yourself
- Thank your prospects for their time
- Build credibility
- State your objectives
- Confirm the level of commitment you expect
- Overview the elements
Agenda
-Topics to be covered
Overview
- Brief presentation of your prospect’s, goals and objectives
(The primary goals that you will address).
Review Requirements
-Those identified and agreed at the Exploratory Meeting.
Proposal Discussion (Your Solution)
-Highlight features and associate advantages.
Benefits
-Translation of advantages into actual prospect’s benefits.
Summarise
- Summarise topics.
Question & Answer Session
- Encourage questions to reiterate important points
Close -Outline your action plan - what you want your prospects to do based on what you have told them.
Message
Your message is the core of your presentation - this is where you must be at your most persuasive. The definition of persuasion is “Causing someone to do something by argument, reasoning or entreaty” Most persuasion requires some form of evidence.
Audiences process information in two ways; by responding emotionally to imagery or by using logic. Therefore you must address both ways of perceiving information and you achieve this by using analogies to appeal to imagery and facts and figures to appeal to logic. You will never control your audience’s feelings and actions but you can plant images and create feelings that lead to the actions.
The Three Laws Of Successfully Communicating Your Message:
To achieve a balance in your presentation, for every
Lean manufacturing is not a system dependent only on machinery. System is mainly focused on human resource of the organization. All the machinery are tools used to achieve the objective of lean manufacturing.Many think a system like lean manufacturing is a demanding system and people are always under pressure to perform. Yes it is true that people should perform continuously to create a lean system. But if I am to work, I will prefer a lean environment. I will tell you why.A big aspect of lean manufacturing is the involvement of workers in the process of decision making. Workers in a lean environment are empowered to suggest and take action against wastes. Workers will be happier when their ideas in operation. They are motivated by the nature of their jobs.Typically lean manufacturing relies on work cell concepts in achieving its goals. Work cells are not just a set of equipment arranged in to a different layout. In a work cell people operate different to the way they would operate in a line assembly system. Workers are multi skilled and they can perform at least two or three operations. This makes the system flexible. From the worker point of view the job has a bigger scope and they have freedom. Who will want to continuously perform the same task over and over again, especially when plenty of machinery available for the tasks
-Translation of advantages into actual prospect’s benefits.
Summarise
- Summarise topics.
Question & Answer Session
- Encourage questions to reiterate important points
Close -Outline your action plan - what you want your prospects to do based on what you have told them.
Message
Your message is the core of your presentation - this is where you must be at your most persuasive. The definition of persuasion is “Causing someone to do something by argument, reasoning or entreaty” Most persuasion requires some form of evidence.
Audiences process information in two ways; by responding emotionally to imagery or by using logic. Therefore you must address both ways of perceiving information and you achieve this by using analogies to appeal to imagery and facts and figures to appeal to logic. You will never control your audience’s feelings and actions but you can plant images and create feelings that lead to the actions.
The Three Laws Of Successfully Communicating Your Message:
To achieve a balance in your presentation, for every set of numbers - tell a story, and for every story present a set of numbers, this is called “The law of variety”
Give facts and figures only for points that your audience may doubt, this is “The law of stinginess”
Present one point at a time, prove one point at a time, and use the most powerful facts and figures – Auxiliary law
In addition, also consider using the other two forms of “evidence”.
Experience, both your own and your audience’s and Opinions of experts - but the opinions of experts outside your company.
Delivery:
The delivery of a presentation is split into two parts - Verbal and Physical.
Tips on Verbal Delivery:
Gear your presentation to your audience, use familiar terminology and acronyms. Ensure that your voice level is sufficient for all to hear.
Think about your attitude because your confidence will make your presentation. confidence is displayed in the words that you use and in the way in which you use your voice.
A good presenter is always aware of his or her audience and alters delivery accordingly.
Steer clear of:
• The use of unnatural terminology and acronyms,
• The use of destructive phrases and non-words e.g. “OK”, “You Know” etc.
• Speaking too quickly.
• Speaking in monotone.
• The use of slang.
• Reading visuals.
• Addressing one person continuously.
Tips On Physical Delivery
Retain eye contact with your audience and they will always pay attention. Use large descriptive gestures along with a big voice to describe important points, your words and hand movements must carry throughout the room.
Stand straight, yet relaxed, move around the platform/room; do not hang on the podium/lectern.
Being aware of your audience will help to ensure that you have control of them. If they appear distracted or have lost interest, moving closer to them or using exaggerated gestures should regain their attention. Smile, as this will relax both you and the audience.
Avoid • Minimal eye contact.
• Small descriptive gestures.
• Distracting gestures.
• Poor posture.
• Untidy dress sense.
• An unsmiling attitude.
Finally...If you look and sound enthusiastic about your subject, the more your prospect/audience is likely to be. Enthusiasm really is infectious!
Specific Tips For Seminar Delivery
• Pitch Your Presentation for the Audience - not the subject matter.
• Sense how your audience is responding - and react accordingly.
• Ask questions - it encourages a certain amount of interaction.
• Always repeat questions back - to make sure that everyone has heard them.
• Address answers to everyone - not just the questioner.
• Use analogies in your presentation - make it fun to be there.
• Limit your use of visual aids - remember if it is worth saying to the audience - say It.
• Don’t be afraid of silences - you can use them to emphasize a point or let the audience absorb an idea while you check your notes.
• Try to speak, as you would in normal conversation - with inflections and pauses, rather than speeding non - stop in a monotone.
• Talk to someone all of the time, talk to everyone some of the time.
• Remember you are selling:
- Your solutions
- Your company,
- Your services
- Yourself – and one of the first tasks is to sell the attendees on wanting to listen.
Start with the assumption that nobody wants to be there or to stay - this provides you with a good challenge.
Involve Your Audience – Remember:
• Tell them what you are going to tell them.
• Tell them.
• Tell them what you have told them.
The Use Of Visuals:
Generally people comprehend:
11% of what they hear.
32% of what they see.
73% of what they see & hear.
90% of what they see hear & discuss.
An effective visual presentation will:
Emphasise the highlights of your proposal and provide you with a guide and prompt:
Plus:
- Stimulate interest.
- Guide you - moreover guide you logically.
- Be creative.
- Be specific.
Visuals are not a crutch but a way of re-enforcing your contact.
Confucius said “One Picture Paints A Thousand Words”
When creating visuals try and anticipate areas where the audience may need “reassurances”, Dramatise important points that you want to get over, but overall know
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