Presentation Skills Training: Making
a Stellar Presentation That's a Seller
One important aspect in an effective
sales presentation is the ability to respond to questions and answer objections
in a smooth and confident manner. Just because you believe that your product
or service provides excellent performance for a competitive price, that doesn’t
mean your audience will be so easily convinced. It is only natural for them
to have questions, and maybe even to express strong skepticism about your presentation.
In our Sales Presentation Training Seminar we will help you develop effective
presentation skills to anticipate and prepare for even the most difficult questions.
Remember, you probably won’t win a sale until your customer is satisfied
with your answers to his questions.
These tips from our Sales Expert
will help you adapt your presentation to your audience so you get a better response
from prospects.
Last month, we jumped headfirst
into the world of justifying your selling time when making presentations to
your prospects. We quantified the financial, opportunity and political risks
and balanced those risks with the real opportunity. If you haven't yet read
"Deciding Whether to Make a Presentation," do it now because the following
information on presentations that result in sales will be much more useful to
you if you've read that column first.
The Audience You'll Be
Presenting To
In my twenty-eight years
of selling, I noticed a direct correlation between the probability of getting
a sale and the audience of my presentations. The higher the level of person
attending my presentation, the higher the probability was of making the sale.
With that in mind, understand
that your best audience will always be individuals who have the power and the
authority to make decisions on the spot. That may not always be the top officer
of the company—the owner, president or CEO—but it could be. And
if it is, let me warn you now: These individuals are notorious for having other
key individuals "drop in" during your presentation. The VP of marketing
"just happens" to be walking by as you begin your presentation or
the top officer "just happens" to be wrapping up a meeting with the
COO as you arrive for your presentation. ("You don't mind if Gail, my COO,
sits in on your presentation, do you?")
Here are two suggestions
for dealing with this situation:
1. Think ahead, take the
proactive approach and, during your call to set up the meeting, suggest (by
name and title) who should join in and when they should join in. The operative
words here are "by name and title."
2. Think even further ahead,
and take an even more proactive approach: Make sure you prepare handout material
targeting, by name and title, everyone on this top officer's staff who could
conceivably have an interest in what you'll be presenting. If someone "just
happens" to drop in, that someone will feel welcomed and acknowledged.
If the person doesn't show, you can give the material to your contact at the
conclusion of your presentation. ("Here, Ms. Importanta—your VP of
sales, Tom Sawyer, and your COO, Gail Storm, may find this material of interest.")
In either case, you'll look like a pro. (In the latter situation, don't be surprised
if the top officer says: "Let me give them a call. Maybe you could spend
a few minutes with them before you leave.") This is a very good reason
you may not want to schedule anything else on your calendar for one or two hours
after your presentation.
Adapting to Learning
Modalities
Prior to your presentation,
try to get a clue as to what the top officer's learning modality is. This is
extremely important because there are three primary learning styles: visual
("Seeing is believing"), auditory ("I hear what you're saying")
and kinesthetic ("I've got a good feeling about this"). One of these
modalities will tend to dominate your target audience, and delivering the "right"
message in the wrong format is usually a fatal mistake.
So, long before the meeting,
hook up with the top officer's assistant (you remember—that all-important
team player you've included in all your discussions) and pose the question that
may well determine the fate of your sale. Here it is: "Would you say Mr.
Big prefers information that he can see, information he can listen to, or information
arising from give-and-take discussions on how other people feel?"
Take a moment to commit
that sentence to memory. Write it down somewhere. Practice delivering it out
loud.
If the answer is "information
he can see," build your meeting around a sequence of visual displays. Back
up your visual displays with detailed written documentation, but don't attempt
to recite these documents or "summarize" them with long speeches.
Visual people are bored to tears by this. String together a bunch of cool images,
and be ready to move from one to the next quickly. Use very few words on each
of your "slides."
Helpful Hints: Visual learners
have certain easy-to-identify habits. They frequently use words that key into
their preference for visual information. While interviewing top officers for
my new book Think and Sell like a CEO, I observed statements like:
"I don't get the picture."
"Get the picture?
"Can't you just see it?"
"Here's my point of view on this..." (Don't be surprised if this CEO
wants to sketch or doodle something for you; have a pad handy for such an opportunity.
"Why don't you just show me?"
"Imagine this..."
"That's brilliant!"
And the all time classic: "I had a vision."
Communicating with a person
who has a strong visual preference can be fun, because you can almost tell what's
going on in this person's mind by watching his or her eyes.
Words like: "brilliant,"
"flash," "show," and "see" are more likely to
have a greater impact on a "visual" person than on people in the other
two categories. Remember: If they can't see it, they won't believe it.
If the answer is "information
he can hear," build your meeting around verbal presentations, explanations
and responses. Your role will be to offer information in such a way that the
top officer can take it all in and then follow up with requests for more information
on specific areas of interest. Don' forget that you're doing so at the top officer's
sufferance—encourage him or her to interrupt and redirect your presentation
as often as seems appropriate.
Helpful Hints: Auditory
learners love to "listen" to the words that are being said and the
way that the entire message is being delivered. The auditory CEOs I interviewed
for my new book used words and phrases like:
"Listen to this..."
"Let me tell you..."
"Let me ask you this..."
"My question is..."
"My opinion is..."
"Tell me..."
"I want you to hear from my Vice President..."
And the all time classic: "Turn your ears on to this!"
Top officers who have a
strong auditory preference will be extremely sensitive to the pitch, tone and
volume of your voice. Never use a droning "monotone" voice when speaking
to an auditory learner. This is a bad idea in general, but it's the kiss of
death when interacting with someone for whom speech and hearing is the primary
channel for communication. Always modulate your voice to avoid any "sing-song"
style that incorporates only two or three vocal "notes." Pause—for
a good two seconds or longer—when making an important point. Don't raise
your volume when you're trying to make a point; instead, raise or lower the
pitch of your voice.
If the answer is "information
arising from give-and-take discussions on how other people feel," try to
build your meeting around brief statements and demonstrations that are followed
immediately by question-and-answer periods solicited from the other individuals
in attendance. Don't pressure the top officer for a commitment on any point;
the point here is to open lines of communication and build the relationship
through interaction.
Helpful Hints: Kinesthetic
learners have an inherent need to get the "feel" of your message.
They're usually extremely easy to spot. (I was able to identify this type of
learner during my interviews simply by the way they shook hands with me. It's
very typical for the kinesthetic learner's handshake to be accompanied by a
touch on the forearm; their handshake usually lasts longer than those of visual
or auditory learners.) Kinesthetic learners really do like to touch, and they
really do use phrases like:
"That feels right"
"That just doesn't feel right"
"My gut feeling is..."
"My sense is..."
"I don't feel comfortable with..."
"I haven't had much hands-on time with..."
"How do you feel about?"
And the all time classic: "I felt it in the tip of my toes."
Kinesthetic learners put
a premium on emotional connection—feelings and person-to-person contact.
They enjoy connecting on a "gut" level. Your challenge is to find
a way to help this person connect on this visceral level with your ideas and
strategies. Don't focus on the logic or external elements of the situations;
focus on the relationship, on earning trust, and on this person's comfort level.
Expect digressions. Expect to be asked questions about your personal values
and experience. Be as well versed as you can about the challenges this person
faces; show empathy and understanding to every such challenge that arises in
the conversation.
It's important to note that
in dealing with any business contact, we are always tempted to communicate by
means of our own primary learning style. Unless you are certain you're dealing
with someone who shares your learning modality, overcompensate in targeting
your material to your contact's way of accessing information.
Also, be prepared to deliver
everything you have in the way of promotional/informational material on and
about your company and its products, services and solutions in all three of
these formats. If other individuals are present, you'll have to determine and
pay attention to their preferences as well, while remembering that the top officer
is your chief audience member. (Hey, no one said this was going to be easy.)
Remember all this, and you'll be on your way to making a stellar presentation
that's a seller!
By Anthony Parinello
Presentation Skills Training
- Who is Your Target Audience?
Presentation
Skills Quote
"You can have brilliant ideas, but if you can't get them across,
your ideas
won't get you anywhere."
Lee Iacocca
Suggested
Reading:
High-Impact Presentation
& Training Skills (Contemporary Legal Education Series)
by William Hendricks
Presentation Skills
Training: 30 High-Involvement Training Designs
by Wendy Denham, Elizabeth Sansom
Effective Presentation
Skills : Video Training Package
by International Training Corporation
Basic Presentation Skills
by Gary Kroehnert
Maximize Your Presentation
Skills: How to Speak, Look and Act on Your Way to the Top
by Ellen Kaye
Presentation Effective
Skills Indicator Takeaway Training Skills
by Eve Ash and Peter, Quarry
Presentation Skills
For Managers
by Jennifer Rotondo, Mike Rotondo Jr.
The Facilitation Skills
Training Kit : Everything You Need to Lead a Facilitation Skills Workshop
by Leslie Bendaly
Presentation
Skills:
The McGraw-Hill One Day Workshop
by Phil Lowe
Guidelines for effective
seminar presentation (Training manual EPS)
by Constance Woloschuk Knockout Presentations:
|
