Five Steps to Better Presentations and Sales Calls
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Watch this week's Short Attention Span Sales Tip video here.
I admit it: I am a snob when it comes to public speaking. Because it is something I do for a living, it's hard for me not to critique and be a tough audience.
Oh, and I am also a travel snob. I mean, how tough is it to get on the plane, put a bag up top, and sit down? Really, people?
After listening to several presentations in a row recently, I started making a list of what it takes to deliver a good speech. I offer it here because I believe there's a parallel between good speeches and good sales calls.
In this week’s tip, I am going to make five points.
Point No. 1:
At the onset of your presentation/sales call, say something like, “I’m going to make five points.” It sets expectations and tells people how long they need to pay attention.
Point No. 2:
Write and think and speak in outline form: Think “Major point, minor point, minor point. Major point, minor point, minor point."
Point No. 3:
If you get nothing else out of this week’s sales tip, hear this: When you get to a really important point, say something like, “If there is nothing else you get from this presentation, hear this.”
Point No. 4:
Don’t read your slides. They should be used as a guide, not a home for your every word.
Point No. 5:
Be anecdotal, but keep them short, make sure they make the point. Make sure they are not boastful.
The hardest presentation you give will be the first time you give it. The second time you present it is infinitely easier. So, practice!
To summarize, help the audience to listen, set their expectations, and set up your key points.
Oh, and summarize at the end!
Have a great selling week.
Sales Vault members can get a lot more on this subject, including an upcoming live Zoom workshop called, Effective Sales Presentations. Solutions to sales challenges are posted each week. Join The Vault and join a community of sales people and selling owners in the graphic arts.
Go to SalesVault.pro or call Bill Farquharson at 781-934-7036
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.