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Filed under Presentations , body language, Hints and Tips, rapport We asked the presentation community for their top tips when conducting a sales presentation. These will hopefully give anyone reading the article the confidence to achieve a better presentation as a result. Read on to find out the best sales presentation tips .
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One of the best excuses we hear for overly wordy slides is that the audience need to take a copy with them after the presentation. The thinking is that for the slides to make any sense without the presenter, they need to have a lot of text on them. Wrong! Trying to address two completely different requirements with one slide deck is a recipe for disaster or, at best, a very mundane presentation. The reasons are simple: The Presentable Presentation this should be as free of text as possible, using images, animation and key facts to support the presenter. At no point should it act as a teleprompter to the presenter (or audience!) its role is that of supporting material to the star of the show, the presenter. The Readable Presentation this can be a lot wordier and go into a lot more detail. Why? Because the star of the show, the presenter, is no longer there to guide the audience. As such, the slides go from being the support act to being the main draw. Garr Reynolds of Presentation Zen fame calls this sort of presentation a Slideument, basically a marriage of slides and document. Horrible phrase but it sums up the requirement rather nicely. So a word to the wise dont try and cover both bases with the one presentation. Its a compromise and your audience deserves better. Thanks to Simon Morton at Eyeful Presentations (www.eyefulpresentations.co.uk)
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We always suggest a minimum of 3 fully timed run-throughs to ensure everyone is slick, co-ordinated, keeps to time and can deliver without having to resort to notes all the time. Bring in external people to act as critical friends and highlight areas that need tightening up. Ultimately you need to make sure you give yourself the opportunity to make the inevitable mistakes in rehearsal and not in front of the real audience. Also note that rehearsing in the taxi on the way to the client doesnt count!
Kelly Thompson
These points need to be illustrated by some eye-catching and relevant imagery, which can easily be found affordably on reputable microstock sites simply by searching by the concept idea you are trying to illustrate, anything from happiness to collaboration. Also watch out for copyright issues unless images have
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The key mistakes made by inexperienced presenters are: Shuffling from side to side Playing with pens, watches, or anything youre holding Staring at a single point or at the back of the room
Equally, its poor etiquette to look at the screen whilst presenting. You should know the content, and even if you do not, use confidence cards for guidance. Remember YOU are your best visual aid in making presentations interesting (or not). Thanks to Chris Gallagher, Director of Sales & Training at Upfront Business Development (www.upfrontbd.com)
Jonty Pearce
Also to prevent people staring at the back of your head keep facing them as much as you can. This is where the A4 and the marker pen can work well as you can present your presentation while facing them.
21. Rehearsal
I know that we have already covered this point, but the real winner is REHEARSAL. Practise out loud at least four times, one of which should be in front of a real audience, family, friends, etc. Make sure that you time it and learn your speech off by heart. Video it if you can and pump it up to get some passion into your voice.
Nick Hill
28. Pause
Presenting your verbal communication in a manner that ensures your audience has time to resonate with your words and create the meaning for themselves, especially at the important points, is a key skill.
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29. Highlight key words when you speak
Youll have some key messages, whatever the context. Work towards creating inverted commas for your speech by practising marking those words with either a verbal or non-verbal cue such as HIGHlighting HEAVily the words with a change in tone or volume, or utilising a hand movement during the word or phrase to mark it out.
30. Recap
Depending on the duration, its useful to consider recapping at least once. At a minimum it refreshes the listener in terms of the salient points of the presentation.
32. Be confident
Confidence is vital when making a presentation. The minute the audience sees you look a little shaky, hears that tremor in your voice, or notices your body language giving away the fact youre struggling, youve potentially lost vital members of the audience! Think about your presentation beforehand what youre going to cover in terms of headings, what the host has asked you to speak about, and what your top points to make to the audience are. The more you focus on the audience and the less you focus on yourself the less nervous youll be! Take the time to rehearse your opening minute or so a number of times so you know it backwards dont worry about doing it for all of the presentation, just focus on the first minute or so. Once youve done that youll be into your presentation flow.
Andy Preston
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8 December 2009 Filed under Presentations , body language , Hints and Tips , rapport
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One of the most important slides in a presentation is the blank slide the screen just goes white. The audience respond, (its different), and it gives you the chance to do what you are there for sell to them by listening to their issues. While you are talking you are usually only dealing with things you already know, you are not uncovering business issues that they want and/or need solved. Bruce
Pos ted by Bruce Graham 27 Dec @ 6:56 pm
There is a simpler option than using a blank slide hitting the B key (for black) or the W key (for white) will immediately blank out your screen. Hitting any key will return to your slide. Great for directing audience attention to the presenter. Adam slideware doesnt have to be Death by PowerPoint. When used correctly, visual aids can engage audiences, and delivering information via two channels ensures that recall rates are more than doubled.
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will explain an idea, slideware can really help.
Pos ted by Jes s ica Pyne 28 Jan @ 7:01 pm
I would also add in here a reference to closing the sale. So many times people have everything right but fail to seal the deal by simply not asking or not implying that the customer is going to do business with them. They walk out the door without a definitive answer.
Pos ted by bertmartinez .com 15 Nov @ 9:20 am
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