Presents. Sales Presentation Skills Start / Stop / Continue The Rainmaker Academy will equip you with a number of tools. To organize these tools in a.

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Presentation transcript:

Presents

Sales Presentation Skills

Start / Stop / Continue The Rainmaker Academy will 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 Mapping ATTITUDE Q1 High Low INTEREST Q3 Q2 Q4 PositiveNegative

Know 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 #2Begin With the Unexpected #3Organize to Fit Your Audience #4Decide on Your Motive #5Keep It Simple & Short

Build a Powerful Presentation Trust Logic Emotion

Media

Persuade a Prospective Client To Use Two Services. Presentation #3

Thank You!