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Presents
Sales Presentation Skills
Start / Stop / Continue
The Rainmaker Academywill equip you with a number of tools.
To organize these tools in a constructive manner, use the Start/Stop/Continue matrix at the front
of your workbook
Objectives
Prepare persuasive presentations with a strong opening, body and closing
Identify and plan for different audience types
Use power visual aids
Fear
Public Speaking is the #1 Fear Among Americans
Death is #6
Fears in Public Speaking
What are your
biggest fears when
speaking in public?
Presentation #1
In this presentation you will persuade a client to use one of the services you
personally provide.
Four Key Skills
S - Speaker
A - Audience
M - Message
M - Media
Major Complaints Speaker Missed Audience
Speaker Disorganized or Unprepared
Speaker Noticeably Nervous
Speaker Dull/Boring
Speaker Read Presentation-Monotone
Speaker Took Too Long to Get to Point
Visuals Cluttered/Unreadable
Lack of Credibility
Characteristics of a Commanding Speaker
1- Joy & Ease
2- Sincerity, Credibility & Concern
3- Enthusiasm
4- Authority
Eye Contact & Gestures
Look at Audience Member - Don’t “Sweep”
Watch for Feedback
Look at Audience 90% of the Time
Avoid “Mixed Signals”
Dealing With Butterflies
Overcoming Your Nerves
Handling the Q & A Period
Ten Commandments 1. Anticipate
2. Listen
3. Be Brief
4. Talk Straight
5. Be Responsive
6. Give Specifics
7. Eye to Eye, the Redirect
8. Stay Polite
9. Be Firm
10. Diffuse with Humor
Audience MappingATTITUDE
Q1
High
Low
INTE
RES
T
Q3
Q2
Q4
Positive Negative
Know Your AudienceKnow Your Audience
Presentation #2
In this presentation you will persuade a client to utilize another one of your firm’s services.
This would be a service you do not personally provide.
Techniques to Build Presentation
#1 Plan Your Closing First
#2 Begin With the Unexpected
#3 Organize to Fit Your Audience
#4 Decide on Your Motive
#5 Keep It Simple & Short
Build a Powerful PresentationTrust
Logic Emotion
Media
Persuade a Prospective Client
To Use Two Services.
Presentation #3
Thank You!