Tuesday, December 8, 2009

Presentation Pratfalls to Avoid

Not too long ago we featured some presentation pratfalls from sales trainer Daniel Adams - luckily he came right back with fixes that were realistic and do-able. Today he's back with more fixes to get you feeling confident - and get them to say yes!

No Customization
During my workshops one of my client's key take-aways is that, "as of today, There Are No More Standard Presentations!" This is key for several reasons. First, this best practice provides push-back to the customer who questions why each key attendee must be contacted prior to the presentation. You may have heard a customer say, for instance, "Why do you have to talk with our key executives? Can't you just come in a give us your standard presentation? After all, your competitor did." A Superstar responds: "I'm glad that the other vendor was able to present to you. At our company we do not have any standard presentations. Each one of our presentations is highly customized based upon the client's current and future needs. Our clients appreciate this approach because it insures that we present only what is essential to them and insures that we respect their time."

Weak Eye Contact
No audience member wants to be lectured. If they wanted you to read material, they could accept your literature and skip the presentation. Instead, they want you to connect with them. Make a point to connect with the eyes of the audience with each key point you are delivering.

Sticky Floor Syndrome
There is a saying in presentation skills: "Get out of the phone booth." That simply means, don't glue your feet to the floor and limit natural gestures as if you are stuck in a phone booth. Unless you are making a speech behind a podium to a large crowd you will appear much more relaxed and approachable if you move around naturally. Keep in mind that the key area for you to deliver your presentation is the LEFT side of the screen.

Poor Ending
Don't end your presentation on a flat note. Take a cue from the great singers who end on a high note delivered with passion. With respect to our memory there is the rule of primacy and recency. It states that we remember the first and last thing we heard. Of the two, we remember the last words the most.

No Follow Up or Thank You Note
Every attendee must receive a thank you note from you. The note will summarize the top 3 to 5 Unique Competitive Advantages of your offering relative to your client's specific need. It will conclude with a listing of the Next Step - Action Items and Owners.

Forgetting Your Number One Presentation Goal
Many reps get so caught up in the content of an upcoming presentation that they lose sight of the overall goal, which is to establish or improve your level of TRUST. A presentation provides an excellent opportunity for your customer to compare your diligence and ability to consult relative to that of your competition.

Daniel Adams, author of Building Trust, Growing Sales, and creator of Trust Triangle Selling helps corporations improve their profits by optimizing the performance of their sales teams. He is a frequent and popular speaker at national sales meetings, workshops and association events. Visit www.trusttriangleselling.com

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