Are your sales presentations falling flat? Do you have exceptional products, services and trainings…but no one ever seems to ‘get it’ and you don’t know why? If so, you’ll love these 5 easy steps.
Many experienced and new sales presenters struggle with speaking the language of their customers. Recently, I coached a group of new sales reps. They were eager to learn exactly how to give presentations that really connected with their audiences. But after a short time, I noticed a few things that were standing in their way.
If you want exceptional sales presentation skills training, listen closely. Avoid these 4 pitfalls.
Desire To Impress
Sure you want to look great and feel great. But watch out for over focusing on impressing your client. Many entrepreneurs, business experts and subject matter experts make this mistake.
What should you do instead? Be human. Build a bridge to connect human-to-human. When you are approachable, people will listen. When you are natural, people will relax. This is a faster and easier way to connect with your audience.
Inundating With Data
Many sales experts rely on data charts, statistics and volumes of information to make their point. This can overwhelm busy buyers and turn people off.
As strange as it may seem, your audience isn’t really all that interested in your data. Yes, it’s true. They want to understand what your data means for them. Just about everyone wants to understand how to improve, know more about their business, and go from frustration to freedom.
Align your data with these core human interests. You’ll find this is a whole lot easier than drowning folks in statistics.
Talking Super Fast
Yes, your clients are short on time—and attention. But if you talk so fast that you sound like the radio announcer at the speedway, your clients will tune out.
When your clients have short attention spans, take a different approach. Attract them with fascinating stories and relevant insights. Position your material to be so magnetically engaging that people can’t help themselves. They’ll forget time. And you can speak at a pace that everyone will understand.
Not Listening
If you’re doing all the talking…what aren’t you doing? Listening. In study after study, sales professionals are known for having this bad trait: not listening. Don’t be part of this epidemic.
Start with listening. Then, be ready to jump in and address key concerns.
Now that you know clear what to avoid, here’s the 4 step plan to pump up sales MOJO. In just 4 easy steps you’ll have a formula for killer sales presentations.
M = Maximize Every Media
Whether using whiteboards, slides, props or an iPad, do it skillfully.
O = Overview
Buyers want to see the big picture—first. Show the forest before diving into the trees.
J = Jump Into Action
Buyers respond to authentic energy. Be yourself. Speak and move with passion. Use active body language.
O = Organize
Buyers have a low tolerance for clutter. Show your story in clear, easy-to-understand chunks. Organize your story visually for fast decisions.
What’s that spell? MOJO. Drill down in each step to define specific strategies that unlock energy in your sales presenting.
Curious how the reps reacted to the 4 pitfalls and the MOJO plan? They loved it. I have to tell you, working with energetic new reps is a pleasure. They are eager to learn and excited about applying their new skills.
But whether you’re new to sales presenting or a long-time pro, these pitfalls and practices are extremely valuable. Get your MOJO working and infuse energy into every single sales presentation.
Milly Sonneman is a recognized expert in visual language. She is the co-director of Presentation Storyboarding, a leading presentation training firm, and author of the popular guides: Beyond Words and Rainmaker Stories available on Amazon. Milly helps business professionals give winning presentations, through Email Marketing skills trainings at Presentation Storyboarding. You can find out more about our courses or contact Milly through our website at: http://www.presentationstoryboarding.com/