5 Keys to Overnight Success In Sales Presenting

Looking for a realistic approach to sales presenting? You’ll be delighted how easy it is to go from ‘anxious and uncertain’ to ‘fearless and loving’ it.’

If you find presenting to clients and prospects makes you feel sick to your stomach, lose your voice, get shaky knees or break out into a cold sweat, you aren’t alone. A lot of professionals feel anxious about pitching ideas, products and services.

The science behind this reaction? We’re viewing the audience as a threat. Imagining our customers and prospects is a lot like imagining a scary tiger in the jungle. What’s the first reaction? Fight like crazy. Or, Run like heck.

This fight or flight mechanism is hardwired into our physiology. Once it gets started, and adrenaline is flowing, it’s tough to switch off biochemistry. And just thinking about presenting to a tough group of decision makers is enough to ignite it. So, what can you do instead of flipping out?

Follow these 5 keys to feel confident, prepared and ready to go. In minutes, you’ll understand how to transform fear into excitement. That’s the secret of overnight success.

1. Picture Positive Outcomes
You’ve heard about gold-medal Olympic athletes visualizing positive outcomes of their race. Do the same thing. The secret to effective visualization is in the details and the feeling. Practice reviewing positive outcomes in your mind—down to the nitty gritty specifics. What are people saying? What are you feeling? How loud is the applause? How thrilled are you with the outcome?

This takes practice…but it is very worthwhile. Practice rehearsing positive outcomes of your sales presentation. Not just once. Do this again and again until you feel completely certain of your outcome.

2. Practice Breathing
When I was studying modern dance, we often started with practicing breathing. Learning to find an easy rhythm of breathing is very useful to calm nerves and steady yourself before a performance.

Sales presenting is a live performance. Treat yourself like an artist and practice the essential skills of calm breathing.

3. Establish A Home Zone
In addition to breathing, dancers often work with a mental checklist. This helps a performer find his or her ‘home zone.’ Practice posture, gaze, a relaxed jaw and wide shoulders.

When coaching leaders and subject matter experts, I see great results when people build a home zone checklist for body stance and posture. This is something you can control and command. That’s very useful—especially when getting ready to pitch a big project or contract.

4. Speak To Friends
I like to have an inner attitude towards the audience. They are friends. Even if you’re just meeting for the first time…speak to ‘friends to be.’ Considering the audience with a friendly, open outlook is a terrific way to diffuse the fight or flight mechanism.

Remember? That feeling that you’re facing a tiger in the jungle. Switch it to facing a group of friends. The urge to run screaming in the other direction will go up in smoke.

5. Speak Up About Feelings
This key may be the most powerful dispeller of discomfort. But it’s also the most challenging. Speak up about what you’re feeling. If possible, tell the full group.

Speaking about nervous feelings, physical sensations, momentary tension does not make you seem unprepared or unprofessional. In fact, it can achieve the opposite result.

By mentioning physical symptoms briefly, you open up a bridge of connection with your audience. You’ll be and appear more human, approachable and natural. Your audience will relate to you—not as the untouchable expert, but as a friendly, open person.

Using all 5 keys unlocks outrageous success—overnight. Use them today so you can experience fulfillment, happiness and outrageous success as quickly as possible.