1. Presents

2. Sales Presentation Skills

3. 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

4. Objectives  Prepare persuasive presentations with a strong opening, body and closing  Identify and plan for different audience types  Use power visual aids

5. Fear Public Speaking is the #1 Fear Among Americans Death is #6

6. Fears in Public Speaking What are your biggest fears when speaking in public?

7. Presentation #1 In this presentation you will persuade a client to use one of the services you personally provide.

8. Four Key Skills S-Speaker A-Audience M-Message M-Media

9. 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

10. Characteristics of a Commanding Speaker  1- Joy & Ease  2- Sincerity, Credibility & Concern  3- Enthusiasm  4- Authority

11. Eye Contact & Gestures Look at Audience Member - Don’t “Sweep” Watch for Feedback Look at Audience 90% of the Time Avoid “Mixed Signals”

12. Dealing With Butterflies

13. Overcoming Your Nerves

14. 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

15. Audience Mapping ATTITUDE Q1 High Low INTEREST Q3 Q2 Q4 PositiveNegative

16. Know Your Audience

17. 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.

18. 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

19. Build a Powerful Presentation Trust Logic Emotion

20. Media

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

22. Thank You!