How to deliver a professional presentation of sale

All vendors must be involved in a professional presentation to a certain point in their career and selling the best players to submit their proposed 5% each time.

Presentations allow us to: -

Or Influence a group of important people.

O Gain consensus and commitment.

O Find out who are the real protagonists are real and the state.

o Set ground rules for a major selling.

Ø Make a lasting impression of professionalism.

When it comes to the enthusiasm that sales professionals have to make a presentation, which are divided into four categories, (as I highlighted in a previous article - "When it comes to making presentations, vendors are much better Seekers" )

The Avoider:

An Avoider does everything possible to avoid having to stand in front of an audience, in some cases sellers may require drastic positions that do not involve the creation of presentations.

The Register:

A register is also highly uncertain public speaking, however, records may not be able to avoid speaking as part of their job but they never propose it. When we speak they do so with great reluctance.

The Acceptor:

The Acceptor will give presentations as part of their work, but look for opportunities to do so. Acceptors from time to time to make a presentation and feel they did a good job. They also found that from time to time are quite convincing and enjoy the experience.

The Seeker:

A searcher looks for opportunities to speak. They understand that anxiety can be a stimulant that fuels enthusiasm during a presentation. Seekers work to build their communication skills and professional confidence in themselves often speaking.

The reality is that making presentations is an essential skill for sale, Top 5% achievers are very good presenters. Each vendor or woman who has the ambition to become the best in their field or industry, should ensure that they can deliver dynamic presentations, convincing and professional, every time they are called to do so.

Becoming a Seeker is a pre-requisite for success!

There are four key elements of a successful presentation:

Element One: Structure

In preparation for any presentation, there is a simple structure, but useful: -

Need or Prospect

or Prospect Advantage

o The Proposal

o Action.

Need Prospect:

It 's essential that you consider your perspectives and views of the public, because each prospect / audience needs. Need consists of two parts: symptoms and causes, (through the identification of the symptoms are the causes).

Prospect Advantage

or main - This shows how your ideas will meet the needs and perspectives to solve problems

o Added - This is a strong belief that explain why your ideas are superior and convincing.

Advantage should always be specific statements

Your proposal:

Never assume your audience is as informed as you are on the subject. You must define your proposal, explaining the general model to the extent that the public need for them to understand the message.

Your action:

Ø Action Present - This is a single action that the public should start immediately.

Or future action - These are a series of actions, over a period of time (example: inform departments of order, form advisory groups, finalize policy, implement policy).

Remember:

The ideal presentation will cover the above four steps, but you can change the position of the two couples according to your audience.

Format:

The following format will ensure that the presentation is energetic and compact, will give you control over the content and structure of the message. You will need to adapt the elements so that they can be used in any sequence to fit your agenda and presentation to match that of your audience.

Opening

- Introduce yourself

- I thank your prospect for their time

- Build credibility

- Enter your goals

- Check the level of commitment that is expected

- Overview of elements

Agenda

Of matters to be discussed

View

- A short presentation of your statement, goals and objectives

(The main objectives that will compete).

Review the requirements

-Those identified and agreed during the exploratory meeting.

Proposal for discussion (your solution)

-Highlight the features and associated benefits.

Benefits

-Translation of advantages in actual benefits perspective.

Summarize

- Summarize arguments.

Session of questions and answers

- Encourage questions to emphasize important points

Close
-Outline your plan of action - what do you want your prospects to do based on what you have told them.

Message

Your message is the core of the presentation - this is where you should be at your most persuasive. The definition of persuasion is "Causing someone to do something with the argument, reasoning or prayer" Most persuasion requires some form of proof.

The public information process in two ways: by responding emotionally to the images or by using logic. Therefore, it is necessary to address both perceptions and information to achieve this by using analogies and images to appeal to facts and figures to use to logic. You will never control your audience's feelings and actions, but you can plant images and create feelings that lead to actions.

The Three Laws of successfully communicating your message:

To achieve a balance in your presentation, for each set of numbers - tell a story and every story has a series of numbers, this is called "The Law of variety"

Give facts and figures only for the points that the public can doubt, this is "The Law of avarice"

Present a point at a time, prove a point at a time, and use the most powerful facts and figures - Auxiliary Law

Also, consider using the other two forms of "proof".

The experience, both yours and your audience and expert opinions - but opinions from experts outside the company.

Delivery:

The delivery of a presentation is divided into two parts - physical and verbal.

Tips for oral delivery:

Gear your presentation to the public, using familiar terminology and acronyms. Make sure that the 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 you use and how to use voice.

A good presentation is always aware of his audience and delivery alters accordingly.

Steer clear of:

o The use of unnatural terminology and acronyms,

o The use of destructive phrases and words, eg "OK", "You Know", etc.

Or you talk too fast.

Speaking or monotonous.

o The use of slang.

Read or images.

O Dealing with a person continuously.

Recommendations for physical delivery

Maintain eye contact with the public and will always pay attention. Use large descriptive gestures with a great voice to describe the important points, your words and hand movements to bring the whole room.

Stand straight but relaxed, moving about the platform / room, do not hang on the podium / lectern.

Be aware of your audience will help to ensure you have control. If you appear distracted or lose interest, approaching each other or with exaggerated gestures should regain their attention. Smiling, as this will relax you and the public.

Avoid
Ø minimal eye contact.

O Little descriptive gestures.

Or distracting gestures.

or bad posture.

Or Untidy dress sense.

An attitude or not smiling.

Finally ... If it looks and sounds enthusiastic about the subject, the more your prospect / audience is likely to be. The enthusiasm is really contagious!

Specific tips for delivering Seminar

Or mount the presentation to the public - not the object.

or Look how the public is responding - and react accordingly.

or to ask questions - favors a certain amount of interaction.

Always repeat questions or back - to make sure everyone has heard them.

Or turn answers to all - not just the questioner.

Use or similarities in the presentation - make it fun to be there.

Ø Limit the use of visual aids - remember if it's worth to tell the public - say.

o Do not be afraid of silence - you can use to emphasize a point or let the audience absorb an idea, while you check your notes.

or try to speak as you would in a normal conversation - with inflections and pauses, rather than accelerate not - stop in a monotone.

O Tell someone all the time, talk to everyone for some time.

Oh, remember you are selling:

- Your Solutions

- Your company,

- Your services

- Yourself - and one of the first tasks is to sell the participants to want to listen.

Start with the assumption that nobody wants to be there or stay - this gives you a good challenge.

Involve the audience - Remember:

OR Tell them what you are going to tell them.

Or tell them.

OR Tell them what you told them.

The use of illustrations:

Generally people include:

11% of what they hear.

32% of what they see.

73% of what they see and hear.

90% of what they see hear and discuss.

An effective visual presentation:

Emphasize the highlights of your proposal and offer guidance and requires:

Plus:

- Stimulate interest.

- The Guide - also will guide you in a logical manner.

- Be creative.

- Be specific.

Visuals are not a crutch, but a way to re-impose your contact.

Confucius said: "One Picture paints a thousand words"

When creating graphics to try to anticipate areas where the public may need to "assurances", Dramatise important points that you want to overcome, but overall know your audience and your position.

And finally, nine golden rules for effective management of Questions:

-Welcome to questions

Application-questions

-Be discreet

-Keep it simple

-Explain your answers

-Never win an argument and lose your audience

-If you do not know bluster

-Involve the public

-Summarize

and .... Everything under control.

Jonathan Farrington.