Effective Sales Presentation Skills by Bill Attardi – All three recorded sessions posted on LearnersLive.com:

 

Effective Sales Presentation Skills – Learning Session #1, #2, #3

 

March Madness and Baseball in March every year…As Mr. Gleason used to say, “How sweet it is!” Who do you like this year?  Do I hear GO YANKEES!  In my house I do, well I may be the only one as my lovely Linda is a Phillies fan, well, she was born and raised in Philadelphia so what choice does she have.  She bought me a book all about the history of that team… maybe I will read it someday if I know where I put it.

But I digress……..this is about giving an effective sales presentation to a group of customers, and closing that sale.  Not as easy as it sounds.  As many of you know, I teach at Monmouth University, for over 25 years, and my message to the academians is develop your oral and written communications skills to the best of your capability.  How you communicate will determine your success with your chosen career and your success in your relationships, personal and in the work place.

First of all, you owe your audience a good performance and that is directly related to your preparation.  Maybe some of you remember Sam Huff, who more or less defined the middle linebacker position.  Hall of Famer for the NY Giants. Quote: When I turned pro, I told the owners that I will play the games on Sunday for free because I love playing the game of football but you have to pay me a lot of money for the practices during the week!  Presentation day is Sunday…. Enjoy it, give it your best, but be sure you work hard at practice.  So let me start with PREPARATION: 

1. Preparation Strategy – The Will to Prepare to Win

• Come fully prepared…
• Always start with knowing your audience / your customer
• Why You? Why should they listen to you?
• What is Your Objective
• The Power of PowerPoint: Verbal & Visuals working together
• Fundamentals of Effective Visuals – Visual Esperanto
• Effective use of color to connect with your audience
• Creative Opening / Meaningful Content / Compelling Close
• Create closing slide first – all roads lead to your destination (GPS model)

 

2. Presentation Strategy – Bring to the meeting something no one else knows…

• It’s always a Selling Situation
• Connect with your audience – cognitive / affective / conative
• What is your Call to Action / What’s in it for them?
• Rationale to take that action / Is it Reasonable
• Project the attitude of your audience – pro & con

 

3. Organizing the Presentation – FFAB (Features / Functions / Advantages / Benefits)

• Creative Opening – your first impression
• Create clear / thought starter slides – six by six rule
• Meaningful Content – relevant to your audience
• Compelling Close – lasting impression
• Say it with color – applicable to the topic
• Create a climate for learning

 

4. Techniques in Presenting – When you stop getting better, you stop being good

• Eye contact – you are talking to individuals that happen to be in a group
• Plan & Promote Interaction – connect with your audience
• Be clear on the process and Get Confirmation
• Confirm understanding on a continuing basis
• Re-enforce the need to continue the process
• Project Acceptance and Handle Resistance

 

5. Personal Delivery – Mechanics of Communicating Effectively Orally

• The Audience – maintain control
• Your Body – commanding positioning / look like you are in charge
• Your Voice – clear / articulate / no verbal distractions
• Room set-up…..proper lighting and 45° angle to your audience
• We reads left to right – so stand on their left; slides on their right

 

Practice isn’t the thing you do once you’re good.  It’s the thing you do that makes you good.

Malcolm Gladwell

You owe your audience a good performance!

• Category: Blog
• Tag: Bill Attardi, practice, presentation skills, Sam Huff