Showing posts with label Business presentations Presentation skills training Sales presentations. Show all posts
Showing posts with label Business presentations Presentation skills training Sales presentations. Show all posts
Friday, August 19, 2016
DO YOU HAVE EXECUTIVE PRESENCE
Many people in business need to work on Executive Presence. However, they are swamped, doing the job of two or three people plus attend one meeting after another etc.
In theory, most people agree it would be great to develop Executive Presence, but yet, they don't really know what they should do differently.
The reality is, if people don't develop strong Executive Presence, their business will suffer both now and in the future!
Why does Executive Presence matter?
How you deliver your message affects whether or not people listen and take you seriously. It impacts people's perception of you, your company and its products or services.
Amy Cuddy, in her book, 'Presence' notes, "When you have presence, it signals authenticity, believability, genuineness, and trustworthiness, all critical elements for a leader, for anyone hoping to rise up the corporate ladder".
The question you must ask yourself is... "Can I afford not to address how I convey my message including my Executive Presence?"
What Presence is
Amy Cuddy notes, "Presence is hard to define. People can describe the lack of it but can't easily put words to what it is".
Amy describes presence in a number of ways:
- Believing and revealing the abilities you truly have
- Confidence without arrogance
- Passion without being over-the-top
- Ability to relate on a personal level
- It's not about trying to impress
The more you are yourself, the more your ideas will be heard
Executive Presence behaviours
- Stand or sit up straight. Don't rock or shift from one foot to the other
- Look people directly in the eye with sustained eye contact
- Complete thoughts or sentences with each person
- Don't scan the room and assume audiences are connecting
- Show how you feel
- Speak with a strong voice, not one that is a monotone
- Do not rush through arguments. Instead, allow time for ideas to sink in
- Gesture and move to make a point
- Don't curtail energy. Instead, work at letting it out purposefully
How you improve presence
Most of us in business have important messages to deliver to important people. This can cause anyone to feel anxious. It is easy for people to feel they aren't confident enough. As a result, they just try to get through it.
Many people present by talking quickly and reading from slides or notes. Their nervousness shows through strange mannerisms or tics.
Amy Cuddy notes, "You can trick your body into feeling confident by doing certain actions. You can fake it until you make it. In essence, your body can influence your brain and behaviour".
To get to the point where you aren't faking, you have to practice until Executive Presence delivery skills are part of your muscle memory. By isolating the skills of eye contact, posture, gestures, movement, vocal and facial animation and practicing them one at a time, they will begin to feel natural. Your body will automatically do them. You will let out energy appropriately.
Sometimes, we only get one chance to make a positive impression. Obviously, we want Decision Makers to feel we are the right one to handle the job, the perfect person to put in charge. Displaying confidence, showing conviction and connecting on a personal note will make others conclude we deserve the right to be there. Others will see us as having Executive Presence!
All the best with your business communications!
Posted in
Business presentations Presentation skills training Sales presentations,
communication coaching,
Conference presentations
by effectivecommunication.com.au
Sunday, January 31, 2016
7 STEPS TO PREPARE WINNING SALES PRESENTATIONS
The following shares 7 foundational steps used to create winning presentations that have resulted in millions of dollars worth of sales to date!
Step #1: WHO IS YOUR SLAM DUNK CLIENT?
The goal here is to nail down as closely as possible what we call “an Avatar” for your perfect client… the person who is the absolute “slam dunk” prospect for your offer – someone you can identify, someone you can reach either through your own list or one you buy, someone with whom you have a natural affinity – through age, occupation, hobby, lifestyle, condition, whatever.
Step #2: DESCRIBE YOUR POWER AND PROVE IT
What is your SINGLE greatest power as it relates to the problems/pains facing your IDEAL client? It’s important to pick a power that’s USEFUL to your prospect. If you can play guitar like a fiend, but they aren’t interested in that, you and your guitar don't matter.
So let’s say their biggest pain is hitting a drive down the fairway straight and long but they can’t and because of this, they are extremely frustrated.
In this case, your power could be that you can knock the ball 275 yards down any fairway regardless of wind, rain, or course conditions setting you up perfectly for your next shot…
AND you know how to transfer this skill to ANYONE with four easy steps!
That’s the important part… not only do you have the proven power to solve their deepest heartfelt need, you can literally transfer that power to THEM!
So… What do you do that your prospects would find amazing and walk across broken glass to learn the secret to?
Step #3 DESCRIBE YOUR OFFER IN DETAIL
Important: Remember that all the components of your offer provide the gasoline that powers the transformation you enable in your prospects’ lives – whether it’s hitting that ball down the fairway straight, long and true… enabling them to retire at 55 with a boatload of cash that’s safe and secure… or whatever.
Bottom line on offers… look at it and make sure that it’s as powerful and as good as you can possibly make it. It should be so good … and so perfectly targeted to fit the needs and wants and heal the pains of your prospects that they would be out of their minds to let it slip from their fingers.
Step #4 DESCRIBE THE PROSPECT’S TRANSFORMATION
Based on finally being able to accomplish the Proven Power that you were able to bestow, what is the ultimate outcome/transformation someone is going to experience after going through your product, program or service?
Make sure to include not only the transformation that has occurred, but also go into the difference the change has made to other clients.
For instance, “if I was suddenly able to consistently drive the golf ball long and straight down the fairway, I could lower my handicap dramatically…enter tournaments with the expectation of success…and best of all, totally STICK IT to my golfing buddies who’ve been ribbing me for years about driving the ball into the weeds on every tee shot. Now THAT’s a result I can’t wait to experience!”
Step #5 – DESCRIBE YOUR TEACHING POINTS
The “teaching” part of the presentation is where you give out some “how-to” information – all tied directly to the offer you will make them at end of your presentation.
If you had to come up with 3 to 4 steps for helping your prospect achieve the outcome they desire most, what would those four steps be?
Step #6 – TELL YOUR STORY
In your winning presentation, you will tell your story of struggle, pain and frustration… which led eventually to success, joy, and fulfilment.
Your story should contain the following elements:
- When you get started doing what you’re doing.
- Describe why you started doing what you’re doing.
- Use emotional language. Show your passion.
- Identify problems that you had when you got started
- Then talk about the solutions you looked for to solve these problems… talk about failures you had.
Talk about the breakthrough you had that enabled you to turn the corner and help you finally succeed.
Summarise your story in two to three sentences and tie it into the end result your product provides.
Step #7 – WHY WOULDN’T THEY BUY?
You’ve nailed down all the great elements of your offer – it’s features, benefits, transformational attributes, pricing, guarantee, etc. Now…
To make sure you can clinch the sale, you need to get inside their heads one last time and figure out all the reasons why they would NOT buy your product, program or service?
You want to answer all of your prospects objections during your presentation. Just write down every objection your prospect could have and then figure out how you are going to answer that objection in advance.
So there you have it, the 7 foundational steps for creating a winning sales presentation!
Yes, it is a lot of work but doing the work gives you all the ammunition you need to create an asset that can win more sales revenue!
All the best with your business communications!
Posted in
Business presentations Conference presentations Presentation skills training Sales presentations,
Business presentations Presentation skills training Sales presentations
by effectivecommunication.com.au
LEADERSHIP - DO YOU HAVE THE X FACTOR?
It's no wonder that talent contests like the international TV franchise 'The X Factor' is popular across so many nations and viewed by millions and millions of people.
Why?
Well one key reason is that many viewers like to witness, listen to and watch someone carry and demonstrate the natural gifts plus, learned and practiced skills that give a person the edge, or what commercially minded people call a differentiation!
Trust is a leader's X factor to accomplishing things faster, better and with fewer resources. However, trust must be earned. It cannot be taken for granted. A lot of leaders give lip service to wanting to build a trusting environment, but yet they do very little to actually promote it.
Establishing a culture of trust takes a top down initiative
A necessary element in building trust is open communication. People need their leaders to share the company's priorities and what they need to do. As an employee, they want the opportunity to voice their concerns and get their questions answered. When workers feel they are "in the know," they become more satisfied and productive. They contribute ideas that will lead to things like greater efficiency or cost savings.
Some executives think because they have an annual meeting, they are building a trusting environment. Communication that is effective should happen often, whether it is done formally or informally, face to face or virtually.
The retiring CEO of RW Baird, Paul Purcell, has promoted open communication throughout his 22 year tenure at RW Baird. He makes a point to respond to any email within 24 hours. One of the reasons people see RW Baird as a great place to work is because employees feel they can communicate all the way to the top and be heard.
When and if there is a crisis, some Executives mistakenly believe the best course of action is not to say anything until everything is known or decided. The opposite is true. Communication should be done early and often; otherwise, the rumor mill will take over.
Employees should never hear about their company through the news media. Every employee, whether they are in India, China or Chicago, needs to know what the company's situation is and how to respond when asked.
Real leaders build trust through the way they communicate. They walk the talk and create channels of communication that give employees the opportunity to discuss issues of concern at any time. They are open to feedback and solicit it.
When leaders need to listen, they do so objectively. When they respond, it is in a respectful, non-defensive manner. Trusted leaders demonstrate respect, integrity and compassion in what they say and do. Because of this, their employees are more collaborative and innovative. Their companies are more successful.
All the best with your leadership!
Posted in
Business presentations Presentation skills training Sales presentations,
Facilitating meetings Presentation skills training Public speaking Sales presentations
by effectivecommunication.com.au
Thursday, November 6, 2014
LEADERSHIP - TIPS TO MOTIVATE EMPLOYEES (Part 2)
One of the most frequent leadership questions EffectiveCommunication.com.au (EC) is asked is: “How can I motivate my employees?”
There is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you. The first five (5) were sent to you last week and the next five (5) you can read below.
Note: If you missed last week's newsletter you can view the first five (5) suggestions by visiting our blog.
6. Training ManiaThere is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you. The first five (5) were sent to you last week and the next five (5) you can read below.
Note: If you missed last week's newsletter you can view the first five (5) suggestions by visiting our blog.
There are a number of positive reasons to enable professional training. We will highlight five.
The first is that workplace training increases the quality of output.
The second is that well-trained team members are more productive.
The third is that better trained teams have more bandwidth and a great ability to take on more complicated initiatives.
The fourth reason is that bench strength is increased, which can lead to better succession planning and less drama if turnover is experienced.
The final reason is that training is an essential retention tool for keeping high-performers
7. Match Décor with Culture
The physical environment in which people work can greatly influence their demeanor and contributions.
Choose colors, desks, signs, and lighting that amplify your organisation’s culture (or desired culture). In other words, if you want an ultra-professional team, have a professional environment. If you want a high-energy team, notch up those colors and get modern with your furniture.
8. Coach Top Performers
A leader’s time is precious. As such, give it to the most deserving people on your team.
This means focusing on your top performers and high-potential team members. From a humanistic standpoint we gravitate toward helping (and spending a boatload of time with) our poorest performers. They also tend to be the squeaky wheels in the office.
This may sound harsh, but it is time to free yourself from using the majority of your coaching and development time on poor performers.
The time that leaders spend with low performers typically delivers a lousy return-on-investment. Instead, invest your precious time on your most valuable resources – your best performers and your future top talent. In the process, your added attention will motivate your best people and help the overall team to soar even higher.
9. Be a Visionary Leader
This ties back to “communicate like crazy” (part 1) from the aspect of sharing important information with your team.
The critical information in this instance involves three components: Where your organisation is going; why your organisation is going there; and how each team member fits into your organisation’s journey.
While many good leaders communicate the first two items, the best leaders share all three (i.e., the where, the why, and the how).
If you want to work with the most motivated group of people possible, help them to clearly understand the direction of the organisation, the logic behind the strategic direction, and just how they will significantly contribute to the team’s ultimate success.
10. Celebrate Wins
Famed ‘UCLA’ American Football coach Red Sanders was fond of saying: “Winning isn’t everything, it’s the only thing!”
We all like to win, yet frequently leaders only notice losses and errors. The odds are good that your team members are doing a LOT more right than they are wrong. Catch those right moves.
Figure out a way to celebrate wins and positive contributions. Better yet, ask your team how they want to celebrate. Their suggestions may surprise you.
Celebration lifts the human spirit. It also builds team morale and sets a positive tone in the workplace.
Our strong recommendation is celebrate more. You may just find a more motivated team as a result of your celebratory actions.
Bottom Line: Motivation comes from within us. As such, the best leaders find ways to unlock more of what team members have inside them. The more you communicate, delegate, and celebrate the more your team will be pointed in a positive direction. In the process, share your vision and praise. And always maintain high expectations.
In the end, your efforts will be richly rewarded as team members strive to achieve great results, remain engaged to your mission, and experience self-satisfaction on their journey.
All the best with your leadership!
Posted in
Business presentations Presentation skills training Sales presentations,
Communication,
Facilitating meetings,
Leadership,
Presentation Training
by effectivecommunication.com.au
SALES - TEN BEST TIPS FOR EFFECTIVE SELLING
These quick tips are based on decades of collective sales experience plus working with to train thousands of salespeople.
1. Be Consistent.
Nothing will create more success than consistently taking one step forward each day. Schedule time on a regular basis to prospect. Don’t prospect only when you have time or business is bad. Keeping the pipeline full requires daily attention.
2. Follow-Up Quickly
More sales are lost due to salespeople failing to follow up than probably any another single thing. Fast follow-up is essential at every phase of the selling process from prospecting to completing the sale.
3. Uncover the Outcomes the Client Wants
It’s not about your product features. It’s about what the client needs to succeed. The sooner you can get the client to share with you what outcomes they desire, the sooner you can make that the focus of how you can help them.
4. Use Voicemail Prudently
This means messages that are focused and concise. Be confident, and most of all, make the message about the recipient, not you or your business.
5. Believe in Yourself
If you don’t believe in yourself, how do you expect anyone else to believe in you. The rule still applies — people buy you first before your product/service.
6. State Your Price with Confidence
More discounts are given away because the salesperson doesn’t believe in their own price than due to the demands of the client. When giving your price, make sure you have solid body language, a strong voice and good eye contact, and you then must remain silent.
7. Know How to Use Your Own Time
The most valuable asset you have as a salesperson is not what you sell; it’s your own time. Far too much time is wasted preparing to sell, thinking about selling, getting ready to sell, etc. You have one objective — spend as much of your time in direct contact with prospects and clients as possible.
8. Don’t Spend Time with People Who Are Not
Motivated Buyers
It might be a prospect who is nothing more than a suspect or someone who is merely easy to talk to, but the issue is the same — wasted effort. The sooner you qualify the person you’re talking with, the better off both you and other person will be.
9. Accept Full Responsibility. Never Make Excuses
Only unsuccessful salespeople make excuses. Yet, whilst they are doing so and looking for another excuse, someone else in their industry is making a sale.
10. Be Goal Driven & Personally Motivated
Don’t wait for others to motivate you. They can’t. Only you can motivate yourself, and one of the easiest ways is by setting goals you know you can achieve and allowing your success to propel you to more success.
Choose TODAY to strengthen your selling skills and outcomes with these tips.
All the best with your sales!
Posted in
Business presentations Conference presentations Presentation skills training Sales presentations,
Business presentations Presentation skills training Sales presentations
by effectivecommunication.com.au
Friday, October 3, 2014
BE HEARD WHEN PRESENTING
Typically audiences politely listen when someone is presenting, yet it is not always the case that audiences hear!
We all know that a presenter needs to be heard, whether whilst giving an update on a project, advising a client on an investment opportunity or explaining the functionality of a new product etc. Yet so often, business professionals are not heard. They do not connect with their listeners. They bury their points by over-talking an issue or by going into too much detail.
If you really want your audiences to get your message(s) follow these simple tips:
Speak Louder
Louder voices are taking more seriously.
A louder voice automatically signals "This is important. Please listen." On the other hand, when a presenter has a soft voice, listeners may assume the person is insecure, nervous and lacks confidence in his or her beliefs.
Additionally, if listeners strain to hear you, they will eventually tune out or look at their phones. They may also try to take advantage of someone who has a soft voice.
Speak Slowly
If something is important, it can't be misunderstood.
Speaking slowly insures that people will have time to process the message and stay with you.
If you speak quickly, people can't sort and understand your ideas fast enough; they can't ask their questions. Inevitably, they will miss some points, especially if this is new information.
Additionally, when you speak quickly, there is a chance accents will not be understood or articulation will be sloppy. The lips, teeth and tongue can't get into the right position to say the words clearly.
Intensify Eye Contact
People judge honesty or credibility by the strength of your eye contact.
Look at your listeners, one at a time, with sustained eye contact. Show them you have nothing to hide and that you want and expect them to take your ideas seriously. A fleeting glance will not establish the connection you need to win them over.
Move Closer
If you have the opportunity to move towards your listeners, do it.
Do not stay behind a podium or tethered to your laptop. When you move towards your listeners to deliver key points, they see that you are trying to connect with them. They become more attentive.
Allow For Space
Do not over-talk or go into too many details
Decisions are made easier when your ideas are simply expressed. Short, pithy sentences with strong adjectives or adverbs are just the thing to gain and hold people's attention. They make your points stand out.
Show Value
To be won over, listeners have to see value
What's in it for them?
If you can answer that question with clear benefits, it is likely your message will be heard. Anytime you can support your message with numbers or statistics, rather than generalisations, people take notice.
Being heard is not automatic. It takes paying attention to what you say and how you say it. Utilising these tips will help you to be taken more seriously and eliminate the risk of people wondering what they should do.
We all know that a presenter needs to be heard, whether whilst giving an update on a project, advising a client on an investment opportunity or explaining the functionality of a new product etc. Yet so often, business professionals are not heard. They do not connect with their listeners. They bury their points by over-talking an issue or by going into too much detail.
If you really want your audiences to get your message(s) follow these simple tips:
Speak Louder
Louder voices are taking more seriously.
A louder voice automatically signals "This is important. Please listen." On the other hand, when a presenter has a soft voice, listeners may assume the person is insecure, nervous and lacks confidence in his or her beliefs.
Additionally, if listeners strain to hear you, they will eventually tune out or look at their phones. They may also try to take advantage of someone who has a soft voice.
Speak Slowly
If something is important, it can't be misunderstood.
Speaking slowly insures that people will have time to process the message and stay with you.
If you speak quickly, people can't sort and understand your ideas fast enough; they can't ask their questions. Inevitably, they will miss some points, especially if this is new information.
Additionally, when you speak quickly, there is a chance accents will not be understood or articulation will be sloppy. The lips, teeth and tongue can't get into the right position to say the words clearly.
Intensify Eye Contact
People judge honesty or credibility by the strength of your eye contact.
Look at your listeners, one at a time, with sustained eye contact. Show them you have nothing to hide and that you want and expect them to take your ideas seriously. A fleeting glance will not establish the connection you need to win them over.
Move Closer
If you have the opportunity to move towards your listeners, do it.
Do not stay behind a podium or tethered to your laptop. When you move towards your listeners to deliver key points, they see that you are trying to connect with them. They become more attentive.
Allow For Space
Do not over-talk or go into too many details
Decisions are made easier when your ideas are simply expressed. Short, pithy sentences with strong adjectives or adverbs are just the thing to gain and hold people's attention. They make your points stand out.
Show Value
To be won over, listeners have to see value
What's in it for them?
If you can answer that question with clear benefits, it is likely your message will be heard. Anytime you can support your message with numbers or statistics, rather than generalisations, people take notice.
Being heard is not automatic. It takes paying attention to what you say and how you say it. Utilising these tips will help you to be taken more seriously and eliminate the risk of people wondering what they should do.
All the best with your presentations!
Posted in
Business presentations,
Business presentations Presentation skills training Sales presentations
by effectivecommunication.com.au
Wednesday, January 8, 2014
LEADERSHIP - 7 KEYS TO SUPPORT YOUR BUSINESS DURING 2014
The New Year
is an exciting time because it is typically brimming with potential and
fabulous intentions.
Whilst we are not a fan of casual resolutions, We do recommend that leaders create and commit to goals. And track results that are achieved along the way. With this in mind, We offer you the following seven reasons why your leadership this year will drive great outcomes.
Whilst we are not a fan of casual resolutions, We do recommend that leaders create and commit to goals. And track results that are achieved along the way. With this in mind, We offer you the following seven reasons why your leadership this year will drive great outcomes.
1. CLEARLY COMMUNICATE THE VALUES OF YOUR ORGANISATION
Whether your organisation has created formal core values or not, you will make certain that team members know the common thread of values you expect to see running through everything they do.
In fact, you are so committed to this goal, that you have marked your calendar once per week to remind yourself to reinforce your organisation’s values.
Finally, you have committed to linking the behaviors you observe in the workplace to the feedback you will share with team members every day. In the process, you realise that your consistent feedback will help your team to gain a visual image of the values that serve as the bedrock of your organisation’s actions.
2. SHARE THE EXPECTATIONS YOUR TEAM MEMBERS WILL COLLABORATE WITH
Highlight that collaboration across departmental and functional lines is not only expected, but that it is essential to the success of your organisation.
Commit to sharing feedback with team members and individuals in order to ensure that they grasp the intense level of workplace collaboration you expect.
3. SET & MAINTAIN THE PRIORITIES OF YOUR ORGANISATION
The work environment is ever-changing, and the pace of change is increasing each year.
As such, you can help your team to be fluid and agile, while not losing sight of the big picture. In order to help team members cut through the swirl of priority distractions, you can utilise communication techniques to help your team keep their eyes on the real drivers of your organisation.
4. ATTRACT & PLACE THE RIGHT PEOPLE IN THE RIGHT POSITIONS
This will also require you get the wrong people ‘off the bus’.
As a result, you will assist your top (and average) performers to do what they do best every day! This will help productivity to escalate.
Also, you can help some team members realise that the work bus left the station years ago and they did not get on it. In other words, you will help your poorest performers realise that their skills and abilities have not kept pace with the changing needs of your work marketplace. Nice people? “Yes.” Perhaps more productive in a different work environment? “Yes.” Enough said.
5. MANAGE THE PERFORMANCE REVIEW PROCESS EVERY DAY
You can share feedback so that team members have a clear gauge as to the quality of their work performance.
In addition, you can catalog and document your feedback in an organised fashion. You may use an electronic feedback capture system, or you may use old-fashioned paper that is placed in a file folder.
No matter the system, you will be organised in cataloging your feedback. Your efforts will pay off in a big way because performance evaluations at the end of 2014 will simply be an affirmation of the great coaching you have delivered during the year. In other words, no one will be surprised by their review results.
6. FOCUS ON SELF-DEVELOPMENT
You can grow your leadership skills.
In addition, you can seek to elevate your level of physical fitness and mental toughness. Who knows, you might actually get adequate sleep, eat right, and grow your spiritual self along the way. In other words, raise your personal bar this year more than any year prior. Raise it high. And do it with less effort than you think by enabling a trident that includes self-discipline and a coach.
7. HAVE MORE FUN & LAUGH MORE THIS YEAR
Ensure that you and your team better enjoy the rocket-ride that most people call work.
Seek and plan to enjoy more fun with your team this year. Plus, try to laugh every day.
Research shows us that the average four-year-old laughs 300 times a day, while the average 40-year-old laughs merely four. Granted, not many four-year-olds are paying a mortgage, a car payment, and who knows what else, but they are a happy lot. Plus, research also shows us that laughter reduces stress, increases endorphins, and even helps blood flow more freely.
Despite all of our responsibilities, there is a lot of room to enjoy and laugh more, so this year seek and plan to enjoy and laugh more than you have in the last 10 years combined. Please do this!
BOTTOM LINE
This year you and your team can soar. But, only if you choose to lead in a manner that enables everyone to fly.
Highlight your favorite advice from the above list and track your progress throughout the year. If you consistently succeed at all seven points above we guarantee that you and your team will have a great year.
All the best with your leadership!
Monday, December 30, 2013
WOW YOUR AUDIENCES WHEN PRESENTING DURING 2014
Before
we step across from 2013 to 2014, here are some simple tips for you that
great presenters use when communicating to any audience… The power of a
strong opening and close!
If you do both these well, you will be a success because people typically remember the first words out of your mouth and the last. However, while presenters know the importance of a strong opening and close, often they fizzle at the end. Some run out of time and simply say "I am out of time. Thanks for coming and contact me with your questions." Others fail to let their listeners know they are about to end and therefore, when they say their final words the audience does not offer much response.
Many times following presentations, audiences leave uninspired or disinterested. Invest more time into writing and practicing your opening and close as you might other parts of your presentation.
WAYS TO CLOSE PRESENTATIONS EEEFECTIVELY:
Recap the main ideas you have discussed
Restate your agenda headings + the key sentences / points of each
If you have presented for more than 20 minutes, it is important to summarise what has been discussed since your audience may have forgotten or drifted. By re-stating your positions or points for each agenda of your presentation, you can better influence audience members who don't have the breadth of knowledge you do about your subject.
Call your audience to action
Never let your audiences walk away from your presentations unsure about what they should do.
Directly state what you want them to do. It may seem obvious to you, but unless you ask for what you want, you risk being disappointed. For example… "What we need from you is immediate approval for our team to proceed with the design phase. We believe if we work full time, the project can be completed in three weeks."
A strong call to action commands attention.
Challenge your audience to do something different
For example… "If you want to become better, you have to put in the work. Tomorrow, when you go back on the job, I challenge you to change one thing about the way you communicate with others. Keep working on that skill until it is part of your DNA."
Conclude with an inspirational or dramatic focused message
A strong focused message when concluding your presentations should be what your audience remembers more than anything else during your presentation.
When possible, leave your audience on a high note.
Go back to your opening
If you started your presentation with a great ‘Dynamic Opening’ (a great story / quote / statistic / example etc.), go full circle and link back to it, which will greatly bring your presentation to a close. For example… "My hope for you is the same success as ‘person x’ I shared at the start of my presentation, who succeeded by thinking big!"
Your opening is your best chance to gain audience interest, attention and engagement, plus your close is the last thing your audience will remember. Therefore, plan and practice to wow your audiences during every presentation you will deliver during 2014.
HAPPY
NEW YEAR TO YOU AND THANKS FOR YOUR READERSHIP & SUPPORT DURING
2013!!!If you do both these well, you will be a success because people typically remember the first words out of your mouth and the last. However, while presenters know the importance of a strong opening and close, often they fizzle at the end. Some run out of time and simply say "I am out of time. Thanks for coming and contact me with your questions." Others fail to let their listeners know they are about to end and therefore, when they say their final words the audience does not offer much response.
Many times following presentations, audiences leave uninspired or disinterested. Invest more time into writing and practicing your opening and close as you might other parts of your presentation.
WAYS TO CLOSE PRESENTATIONS EEEFECTIVELY:
Recap the main ideas you have discussed
Restate your agenda headings + the key sentences / points of each
If you have presented for more than 20 minutes, it is important to summarise what has been discussed since your audience may have forgotten or drifted. By re-stating your positions or points for each agenda of your presentation, you can better influence audience members who don't have the breadth of knowledge you do about your subject.
Call your audience to action
Never let your audiences walk away from your presentations unsure about what they should do.
Directly state what you want them to do. It may seem obvious to you, but unless you ask for what you want, you risk being disappointed. For example… "What we need from you is immediate approval for our team to proceed with the design phase. We believe if we work full time, the project can be completed in three weeks."
A strong call to action commands attention.
Challenge your audience to do something different
For example… "If you want to become better, you have to put in the work. Tomorrow, when you go back on the job, I challenge you to change one thing about the way you communicate with others. Keep working on that skill until it is part of your DNA."
Conclude with an inspirational or dramatic focused message
A strong focused message when concluding your presentations should be what your audience remembers more than anything else during your presentation.
When possible, leave your audience on a high note.
Go back to your opening
If you started your presentation with a great ‘Dynamic Opening’ (a great story / quote / statistic / example etc.), go full circle and link back to it, which will greatly bring your presentation to a close. For example… "My hope for you is the same success as ‘person x’ I shared at the start of my presentation, who succeeded by thinking big!"
Your opening is your best chance to gain audience interest, attention and engagement, plus your close is the last thing your audience will remember. Therefore, plan and practice to wow your audiences during every presentation you will deliver during 2014.
Posted in
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communication coaching,
Conference presentations Presentation skills training Sales presentations,
Leadership
by effectivecommunication.com.au
What Are You Really Selling?
You might have encountered many sales
people who focus mainly on the functions of what their product or service does.
Beware of this trap!
What your product or service may do is
very interesting, and it may even convince the prospect that you know your
business and understand the functions of your product. However, functions
probably won’t cause a prospect to give you their money. That will happen when
and only when you persuade them to take action by clearly articulating and
painting a picture in their minds of What’s In It For Them (WIIFT).
When you show an interested prospect the
overriding advantages and outcomes they will gain and experience from your
product or service, you are truly selling.
The successful sales professional talks
about and demonstrates features and benefits leading to advantages and
outcomes.
Personalise the advantages and outcomes
for the prospect. You can only do so by asking enough relevant questions of the
audience to understand their interest level + if and how your product / service
suits + tier level of urgency. Then wisely paint the prospect into the picture
driving that luxury car, receiving compliments on the beautifully designed
dress or suit, looking at the sunset on the lake where the new home has been
constructed, or sitting in the comfortable retirement environment provided by
the investment being made.
Paint the picture so your prospect sees
themselves personally gaining are turn on their investment by purchasing the
advantages and outcomes your product or service offers.
You might not think of award-winning
actor, writer, director, and producer Alan Alda as being a salesman, but in a
speech he made to a medical school, Alan gave doctors And salespeople some good
advice. He said, “The head bone is connected to the heart bone. Don’t let them
come apart.”
From a sales perspective, Alan is
telling professional salespeople that when we demonstrate or explain the
advantages and outcomes of our product / service in a clear and logical manner,
we must also involve the prospect emotionally. We must let the prospective
client know how it will FEEL to experience, enjoy and own the product or
service.
We need to add the bridge. The bridge is
a phrase preparing the prospect to hear the advantage and outcome. The
phrase shouts, “Look out, here comes the reason for you to invest!!!.” Sample
bridges might include:
“The advantage to you, Mr. Prospect,
is...”
“You will enjoy this because...”
The benefit to you, Ms. Prospect, is...”
Try this advice to see prospect
confusion decrease and sales go up.
All the best with your ongoing sales!
Posted in
Business presentations Presentation skills training Sales presentations,
Communication,
Communication Training,
Facilitating meetings
by effectivecommunication.com.au
Sunday, November 24, 2013
7 Signs You Need A Strategic Sales Plan
Let's face it,
strategic sales planning doesn't sound fun...
It is the kind of thing most salespeople go into kicking and screaming, at least mentally.
Often, sales planning is one of those "I know I should do this but really don't want to" items on a to do list.
Not every salesperson needs a strategic sales plan. Here's a quick checklist to see if you do:
It is the kind of thing most salespeople go into kicking and screaming, at least mentally.
Often, sales planning is one of those "I know I should do this but really don't want to" items on a to do list.
Not every salesperson needs a strategic sales plan. Here's a quick checklist to see if you do:
1. EXPENSES vs. OUTCOMES
If you look at your expense report and you cannot trace each expense to a desired outcome, you need a plan.
Having a strategic sales plan ensures that you determine ahead of time what you'll be spending money on and that all expenses are aligned with a specific purpose for your sales. With a plan you will stop wasting money in the wrong places.
2. YES vs. NO
If you look at your calendar and to do list then feel overwhelmed, you need a sales plan.
Sales planning is really just a process of deciding what you most want and laying out specific steps to achievement.
A good plan will tell you what to say "no" to as well as what to say "yes" to. Having a strategic sales plan will eliminate wasted time on low-value tasks and focus you on the things that drive real sales and value.
3. CONFIDENT DECISIONS
If you ever wonder if you're making the "right" decisions on a day-to-day basis, you need a sales plan.
A strategic sales plan will allow you to prioritise each action in your day to ensure you know right decisions from poor decisions not just in the short-term but in the long-term as well.
With a good sales plan, "wondering" is replaced with "knowing" what to do.
4. BLUEPRINT
If you've wanted to hire someone to help you do the small things so you can focus on the big things, you need a sales plan.
Imagine you are a general contractor and you have a team of subcontractors
building a house for you. Could they do it without a blueprint and a punch
list? Of course not! If you want to hire someone, they need to know exactly
what to do to grow your business.
A strategic sales plan is the blueprint for your future career and a good strategic sales plan leads to a punch list of tasks that your team accomplishes to turn the concept into reality.
5. DIRECTION
If you consistently miss the goals you set for yourself, you need a sales plan.
A good strategic sales plan will align all of your time, money and other resources towards your goals. It will focus all of your energy in one direction, all but guaranteeing you will achieve the goals you set at the beginning of each year.
A great strategic sales plan will also ensure you hit your mid to long term goals as well!
6. ENERGY
If you find yourself feeling worn out and worn down, you need a sales plan.
A strategic sales plan will inspire and re-energise you each and every day. It will rekindle the spark you had when you first started and it will spread beyond you to each person you interact with.
Even your clients will notice the change!
7. BALANCE
If you feel like you can never get it all done, you need a sales plan.
With a strategic sales plan, you know exactly what it takes to reach your goals. You have a step-by-step guide to tell you what to do and when. Each day you will have a short, focused task list that drives the results you want in the short- and long-term.
When the list is done, so are you. You can go home each day relaxed. You can engage with your family and not think incessantly about work.
In conclusion… If you see yourself in one or more of the above, you need a strategic sales plan.
All the best with your future business growth!
A strategic sales plan is the blueprint for your future career and a good strategic sales plan leads to a punch list of tasks that your team accomplishes to turn the concept into reality.
5. DIRECTION
If you consistently miss the goals you set for yourself, you need a sales plan.
A good strategic sales plan will align all of your time, money and other resources towards your goals. It will focus all of your energy in one direction, all but guaranteeing you will achieve the goals you set at the beginning of each year.
A great strategic sales plan will also ensure you hit your mid to long term goals as well!
6. ENERGY
If you find yourself feeling worn out and worn down, you need a sales plan.
A strategic sales plan will inspire and re-energise you each and every day. It will rekindle the spark you had when you first started and it will spread beyond you to each person you interact with.
Even your clients will notice the change!
7. BALANCE
If you feel like you can never get it all done, you need a sales plan.
With a strategic sales plan, you know exactly what it takes to reach your goals. You have a step-by-step guide to tell you what to do and when. Each day you will have a short, focused task list that drives the results you want in the short- and long-term.
When the list is done, so are you. You can go home each day relaxed. You can engage with your family and not think incessantly about work.
In conclusion… If you see yourself in one or more of the above, you need a strategic sales plan.
All the best with your future business growth!
Posted in
Business presentations Presentation skills training Sales presentations,
Communication Training,
Conference presentations,
Leadership,
Presentation & Sales workshops courses & training in Sydney
by effectivecommunication.com.au
