In an era of tough competition, presentations that persuade, educate, motivate, and inspire give you a competitive edge. Good presentation skills are no longer simply nice to have; they can mean career life or death. When you have an upcoming presentation, you must rehearse to ensure your success.
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If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional?
Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility.
Imagine that you have a satisfied client company for one of your offerings. You feel now is the best time to discuss your next and higher investment offering. The team, your main contact, is ready to view a product demonstration set for the next day. All your demos are delivered in a webinar. At 2:00 PM you get a call from your main contact who says, “Great news! Tomorrow our boss, who is the real decision-maker, is going to be in our office. Rather than just showing our team what you have to offer, the boss said he would like to sit in on the first five minutes. I know you will do well.”
Don’t panic. This is a great opportunity, and once you make a positive impact, the sales cycle is going to be cut short. You will not have to hear, “We love this, but now we have to convince our boss.” This is, however, now your number one priority to prepare. You may be seasoned, but take this seriously. Your sales manager is always telling you, “Sell to the C Suite.” This is your chance. Remember these five simple suggestions for sales success.
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Let’s go over the basics of a good presentation. Whether it’s an important conversation or a formal presentation, you need:
You need to:
And you need:
Read More...When you have to give a speech or presentation, how do you decide what to wear? Maybe you haven’t considered how your appearance can influence your audience’s response to you? In this short video, I share a few tips, for both men and women, on how to dress in a manner that will support your message rather than detract from it.
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Sometimes the ideal opening line is already right in front of you. Pay attention to your conversations. Great content, including the perfect phrase to open your presentation, can pop up in the middle of a conversation. I spend a lot of time with my professional speaker friends and often in the middle of a conversation I’ll ask, “Do you ever say that in your presentations?” “No,” is the usual response. I say, “You should. It’s better than your content.” This is because, what you say that captivates your friends is exactly what an audience will love.
I share this video explaining how sometimes a great first line is waiting to be discovered in what you are already saying. Give your opening words extra attention. When you immediately engage your audience, you help to ensure the overall success of your presentation. Enjoy!
In an era of tough competition, presentations that persuade, educate, motivate, and inspire give you a competitive edge. Good presentation skills are no longer simply nice to have; they can mean career life or death.
Imagine yourself in the front row of a ballroom at the Bellagio Hotel in Las Vegas. Sitting with you are 1,500 sales professionals from all over the world. This was a software company’s challenging January sales meeting.
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When you know you’ll you have a few minutes to present to a true decision maker, what do you say? Don’t panic. This is a great opportunity. Be prepared and get to the point.
Remember, with a senior-level executive you must be clear, concise, credible, and able to articulate your bottom line. Always start with structure. No matter the importance of your message, your presentation will only be successful if you first recognize the importance of structure. I discuss structure in this video excerpt from Fripp Virtual Training:
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Prospecting can be one of the most frustrating aspects of selling. Leading sales strategist, Jim Pancero shares this four-step process to reduce frustration and increase results when you reach out to prospects. Discover how your personal selling style and philosophy could be dramatically impacting your level of success. You will learn what it takes to gain an advantage. We know you’re good, now the question is are you ready to get even better?
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You’ve probably heard, “A confused mind always says, ‘No.'” Well, it’s true. In my work with sales professionals, I remind them that unnecessary industry jargon can overwhelm prospects. David Hoffeld, author of The Science of Selling would add that too many options can also overwhelm. David was my guest at a recent FrippVT Sales Series web event. This excerpt from David book explains how limiting options can actually boost sales and watch the replay of our recent web event:
Read More...Presenting Too Many Choices
by David Hoffeld
I teamed up with leading sales strategist, Jim Pancero for an event on advanced sales skills. We discussed how individual selling style and philosophy can dramatically impact a sales professional’s success and how to gain an advantage.
In this article, Jim shows us that you cannot assume that an experienced sales professional is a competent sales professional and three of the most common fundamental skill gaps in otherwise experienced salespeople.
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Receive free, on-going Fripp webinar invitations, sales and presentation skills information, and special discounts from Executive Speech Coach, Sales Presentation Trainer, and Professional Keynote Speaker, Patricia Fripp, CSP, CPAE. As an added bonus, sign up now and receive a free copy of Patricia Fripp’s How to Present and Teach in the Virtual World.
