All professional salespeople have to be involved in a presentation at some time in their sales career and Top 5 % players present their proposals every time.

Presentations allow us to: -

• Influence a group of important people.

• Gain consensus and commitment.

• Find out who the real players are and their real status.

• Set the ground rules for a major sale.

• Make a lasting impression of professionalism.

When it comes to the enthusiasm that sales professionals have for making a presentation, they broadly fall into four categories:

The Avoider:

An Avoider does everything possible to escape from having to stand in front of an audience; in some drastic cases salespeople may seek positions that do not involve making presentations.

The Register:

A Register is also extremely hesitant of speaking in public, however Registers may not be able to avoid speaking as part of their job but they never encourage it. When they do speak they do so very reluctantly.

The Acceptor:

The Acceptor will give presentations as part of their job but does not seek opportunities to do so. Acceptors occasionally give a presentation and feel they did a good job. They even find that once in a while they are quite persuasive and enjoy the experience.

The Seeker:

A Seeker looks for opportunities to speak. They understand that anxiety can be a stimulant which fuels enthusiasm during a presentation. Seekers work at building their professional communication skills and self-confidence by speaking often.

In Summary:

The reality is, that making presentations is an essential sales skill and as I highlighted earlier, Top 5% achievers are very good presenters. Any salesman or woman, who has ambitions to become the best in their sector or industry, will need to ensure that they can deliver dynamic, convincing and professional presentations, whenever they are called upon to do so.

Becoming a Seeker is a pre-requisite for success!

Today’s News: What a superb set of interviews we have had already this week over at TSE Dailies:

You can catch them all here

Tomorrow: I am heading home to France, after a pretty hectic three weeks, (Yes, I really do love Paris in the springtime!)  I’ll be back here for you on Monday, so be sure to join me. As ever, have a great weekend wherever you are – JF

In bringing together this collection of articles that I have published on the art of presentation skills and public speaking, my primary objective is to share with you some of the secrets I have learned over the years.

I don’t believe that anyone is a “natural” presenter or orator. Yes, certainly some people are naturally gifted communicators with an outgoing and attractive personality; some people have an extensive vocabulary; others know their subject inside out. But all of these will not necessarily guarantee that you can deliver a professional and compelling presentation.

This small book will hopefully guide you through each stage of a professional presentation, from understanding what audiences want, preparing your presentation, the delivery stage (including structure, verbal and physical delivery plus the question and answer session) and finally how to handle and harness anxiety.

I hope you enjoy it! – Just simply click on the banner below to download it.

Today’s News: It is all happening over at Top Sales Experts, following the launch of TSE 2.0:

The shelves are getting stacked – more than 2000 articles in the Article Vault, “How To” guides, Jobs Board, Podcasts…….and so much more. For example, we have just launched the TSE Daily Interviews, which this week have already featured Wendy Weiss and Billy Cox.

Very soon, we will be launching TSE Webinars, presented by an all-star line-up of sales gurus, and do look out for the very first TSE Roundtable.

You can enjoy all of this and more for the miserly price of $25 per year – and we give you a free gift pack worth $2000. It really is a “no brainer opportunity” to join the most significant sales related site ever created.

What are you waiting for? Come and join us today

Tomorrow: On The JF Guest Author Spot, one of the most accomplished and talented sales experts in Europe – my good friend and colleague, Niall Devitt. “Guidelines For Men Who Sell To Women” - you will most definitely enjoy it.

Most professionals have to make a presentation at some point during their carrer and some of us have to deliver them almost every week. However, the single most common reason why people present badly has nothing to do with the quality of their material or their knowledge of the subject, but rather, anxiety – fear of failure.

The first thing to remember is that anxiety or nerves means you are alive and without them your resulting presentation would be like you – dead!

What you need to do is learn to control your anxiety and use it to fuel your enthusiasm.

Identifying Fears:

To control your anxiety you must identify what it is that you are afraid of -

Is it forgetting your lines?

Is it the audience size?

Once you have established what exactly you are afraid of then establish whether or not you can control it.

Imagine you are the captain of an airliner; do you fear flying? Of course not, because you are in complete control of not only the aircraft but also, the crew and the passengers.

You have a flight plan and before you take off, you know the payload, weather conditions for the flight, arrival time, departure time etc. However, what is most significant, you are familiar with flying, you are comfortable with all of that responsibility, because you have flown so many times before and you know virtually everything there is to know about that aircraft.

Therein lies the secret; the more presentations we deliver, the more accomplished we become but equally, we must know what we are talking about, we must know our subject matter inside out, otherwise our audience will find us out

Let’s consider the areas that you can control:

Your audience – After all you invited them.

Your material – You designed it.

Your resources – You chose to utilise them.

Yourself – You’re no puppet.

If there are any areas you’ve identified that you can’t control, forget them – it’ll probably never happen.

Controlling nerves and reducing anxiety:

Organise – Give yourself plenty of time to prepare, know what is going to happen and when. Take the time to rehearse your presentation, preferably with someone you know well. Get them to pride you with objective and constructive criticism.

Visualise – Get into the habit of visualising how the presentation will go, that way the environment will feel familiar even if it’s your first time. Imagine the end of your presentation and your audience smiling with appreciation

Drying Up – Make bullet point notes on individual postcards to prompt you (not lengthy scripts) – you may not need them but they will give you that “comfort zone”. Do remember to number them though, just in case you accidentally shuffle them

Relaxation – Before your presentation take some time for yourself to relax, breathe deeply, go out into the fresh air and clear your head. Do not allow your mind to mentally rehearse the entire presentation, because you need simply to concentrate on your opening lines. Once you have successfully navigated your way through the first couple of minutes, you will begin to relax – a strong opening is crucial

Warming Up – Clear your throat, practise your smile, drink some water to ensure you are hydrated etc.

Dress appropriately and check your posture -If you look the part everyone will assume you know what you are talking about anyway!

Become mobile – It will keep your audience awake.

Use eye contact and smile – They can’t fail to pay attention.

And finally – practice, practice, practice!

Today’s News: It’s last chance saloon – you really do not want to miss this event! Just click on the banner below to register – It’s FREE

Tomorrow: Some really important announcements that you will not want to miss!

As with all things in life, the quality of the preparation affects the final outcome and this is certainly true when it comes to planning and preparing a presentation.

I have experimented with a number of methods over the years but I do believe that the simplest are usually the best.

The Collection:
Over a period of time think all round the subject and note down on a large sheet of paper or indeed several sheets, everything that comes into your head about the subject of your presentation. This is rather like a personal brain storming session and should be done roughly, in the order in which the thoughts occur; do not attempt to write a speech at this stage

The Central Theme:
This second method requires you to decide on the exact message you want to get across and writing it down in one simple sentence. Then you think all around the sentence, scribbling down the ideas as they come to you – this method is almost identical to ‘mind-mapping

Before selecting or rejecting any idea, it is important to decide:-

• Who are my audience?

• How much do they know already?

• How much time will I be allowed?

Having taken account of the answers to those three key questions, it should be possible to answer one further one -

• What do I want to say?

This is the stage at which you can decide your headings and sub-headings and put them into a logical order. Your structure then begins to take shape. Essentially you go back to the notes you made during the ‘ideas’ stage and select which ones you wish to use – and then put them in the right order.

Remember you probably will not have time to tell your audience all you know about your subject – after all this is not an ‘information dump’ Use only what is relevant and what can be dealt with in the time at your disposal – this may involve a ruthless reduction exercise.

It is suggested that if possible leave the speech, once written, for 24 hours. Then re-read and revise, removing any jargon or unnecessarily flowery phases or faulty reasoning.

The actual notes that you speak from can be the final draft of the speech but this will normally cause you to read most or all of the presentation and the audience will find this dull.

It is much better, therefore, to read the final draft and put it to one side. Then, without referring to it, write short, key-word notes or, if you are very experienced, headings only, on to numbered post-cards.(Numbering your cards will prove to be an invaluable exercise in the unlikely event you drop them half way through your presentation!)

You can now re-look at the final draft to check that you have included all the major ideas on the cards, but be careful, the chances are that if you forgot that idea when making out the cards, you will forget it when you make the presentation.

And Finally -Final Notes:
Unless you are a very good actor with a phenomenal memory, do not dispense with notes by memorising a speech ‘parrot-fashion’. Unless your audience are ornithologists, they do not want to listen to a parrot! Also, it is easy to lose your way when giving a memorised presentation and easier still to lose an audience.

Today’s News: I really hope you are going to join Jill Konrath, Kendra Lee and myself today for an open webinar, that is going to provide you with a wealth of advice and ideas for surviving and succeeding within the current turbulent marketplace. That is 1pm Eastern/6pm GMT – and it is FREE to register here

A couple of excellent blog posts for you, both focusing on a downturn economy:

From fellow Parisien Christian Maurer – “Lifeline For Sales Executives”  and here, Charlie Green is discussing “The Trust Recession”

Tomorrow:I am delighted to welcome back, Leslie Buterin to The JF Guest Author Spot

Nobody seems to remember who first coined the term elevator pitch, or elevator speech, but I know it’s been around a long time, and I am often asked to help design such speeches for clients.

An elevator pitch is a short presentation that you could deliver to someone in an elevator as it travels from top to bottom, or vice versa. It must be compelling as well as descriptive. It should contain such punch that the other person would love to buy from you. Of course, you can present such a speech in places other than an elevator!

When cold calling in person, it is a good idea to have your pitch ready. When the buyer meets you in the reception area, deliver the elevator pitch with enthusiasm, and he or she is much more likely to agree to allocate time to you. On the phone, you can use this method to obtain an appointment. You may even want to use it in a sales letter where you introduce your company to the prospect.

For those who work trade shows, have your elevator speech ready for people as they approach your booth.

I use my elevator pitch as a networking tool, and I deliver it by way of an introduction of myself and my companies.

The Main Components of the Pitch

An elevator speech should meet the following criteria:

• Keep it brief – long enough to convince, but short enough to hold the other person’s attention.

• Be articulate – use the right tone and speed so that you don’t rush the message.

• Make it sincere – the buyer must feel that you’re a credible source (which of course you are).

• Be enthusiastic. Use appropriate excitement when telling your story. Buyers take their leads from salespeople. Enthusiasm is infectious, and if you are not enthusiastic about your products/services or your company, change jobs!

Your elevator speech should answer these questions: Who are we? What do we do? To whom do we sell? What makes us unique? How do we bring value to our customers?

Do remember that knowing what you want to say and rehearsing it will make this sound natural. This may be the first time the buyer has heard it – but you don’t want it to be the first time you deliver it.

Used effectively, the elevator pitch can be a good salesperson’s foot in the door. Once you get your break, it’s up to you to finish the deal.

Today’s News: I recently completed a couple of interviews with one of my favourite article community sites, Eyes On Sales, and you can listen to the first one by simply clicking on the banner below:

I am often asked if the Top Sales Experts team collaborate much on joint projects – the answer is a resounding YES WE DO. Obviously, if you are going to expose your clients to another consultant, there has to be a very high level of trust, but this week was a typical situation: One of my favourite clients has a small team who needed some specific coaching on how to reach the decision maker via cold calling, so I immediately turned to Leslie Buterin, who is after all, one of the world’s leading gurus in this area.

Leslie delivered a two hour online coaching session. Result? They were bowled over by her and are already reaping the results of her pearls of wisdom. This is where relevant, specific mentoring comes into it’s own and proves the point that I evangelise about so often – “One size fits all” sales team development no longer works, it really has been consigned to the annals of history.

Would you hire the local handyman if you had serious structural problems with your house? I hope you would not! You can catch up with Leslie here

Finally, I tried to find you another good blogpost today, but in vain – I’ll keep searching over the w/e.

I need to thank you for your patience with delayed posts this week and also with the technical issues we experienced with The JF Journal – I have to hope that patience was rewarded.

Tomorrow: My last few days in the UK, so I am getting together with two of my children for some “bonding” - so wherever you are, have a great w/e and be sure to make it back next week – JF

Unfortunately, public speaking is not something that comes naturally to most of us. Without prior training in the basics of timing, body language, humour, organisation and all the other skills that go into the act of public speaking, even the smartest, liveliest and most articulate individual can wither in the glare of “the spotlight”.

What Do Audiences Want?
• To feel you ‘know your stuff’
• That you look the part
• That you respect them and acknowledge their situation and views
• To find what you say links with what they want from you
• To have sufficient information to make a considered judgement about what you say (they will ‘weigh it up’)
• To be clear about any action necessary – at the end
And above all to find it understandable, interesting and a good fit with the audience and the occasion.

And What They Most Definitely Do Not Want
• To be confused
• To be blinded with science / technicalities or jargon
• ‘Lost’ in the structure (or lack of it)
• To be talked down to
• To be made to struggle to understand inappropriate language
• To be made to make an enormous jump to relate what is said to their circumstances

And they do not want to listen to someone whose lack of preparation makes it clear they have no respect for the audience. As with most things in life, preparation and planning is everything.

It is important to remember that as the presenter or speaker, we are there for our audience, they are not there for us – we must earn the right to be standing in front of them, by proving our credibility.

If you would like a complimentary copy of my E-book, “Professional Presentations – How To Prepare & Deliver A Compelling Presentation” simply use the Contact form here

Alternatively, you will find a selection of articles on this topic here and here

Today’s News: A number of the Top Sales Experts team have got together to produce a great new series of teleseminars – “Hear It From The Experts” The line-up includes Wendy Weiss, Cheryl Clausen, Diane Helbig, Mark Hunter, Karl Goldberg and many more. Best of all it’s absolutely FREE and you can register here 

Finally, a great post from the great man in Texas: “Skeptical?”

Tomorrow: I am on my travels, but I will certainly be back on Monday and hope you will be too – I have always wondered what you do at weekends without the JF Blogit to read? Do you have withdrawal symptoms?