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Shamus Brown’s Top 5 Sales Presentation Tips

When it comes time to give your next sales pitch, here are my favorite tips for creating powerful, charismatic and engaging sales pitches.

#1 – GET YOUR FEET ON THE FLOOR

How you hold your body while selling communicates a huge amount of information about you to your audience. Studies have shown that a person unconsciously interprets about 55% of the meaning of a message based on physiological cues in their posture, posture, and facial expression.

Deliver your presentation from a position of confidence. Stand with your feet directly between his shoulders. Distribute your weight evenly between your legs and place your feet firmly on the ground. Keep your arms relaxed at your sides until you are ready for the gesture.

Shifting your weight from one leg to the other conveys a lack of confidence to the audience. This manifests itself unconsciously in the fact that if we were to ask someone, the typical response might be: “he didn’t seem to believe in his company” or “I’m not sure I can trust him”.

Try both balanced and unbalanced speaking situations now and see which one makes you feel more confident and ready for your next sales presentation.

#2 – BE A PUMP

Your job is to lead the audience. They are there to get something from you. So you have to lead them where you want them to go. If you want people to be excited about your product or to feel trust in you and your company, you must first create that emotion within yourself.

How do you do this? Simple. Do everything you can to excite yourself. Jump up and down. Clap your hands. Play your favorite music out loud. You have five sales partners. You can also do this where the prospect can’t see you (in the car, in the customer’s stairwell, in the bathroom or outside the building). What do you think a rock star or an actor does to warm up before going on stage?

The idea is to start the show in absolutely great shape. Do this well and your audience will follow you where you want them to go.

Special Tip: Use this technique before making important phone calls so that you are “on” when you make the call.

#3 – WARM UP THE AUDIENCE

Another thing that big rock stars do before they go on stage is they have warm-up shows. The task of the warm-up act is to get the audience in such a mood that they are receptive to the energy of the main character.

You can achieve the same effect by simply playing the music before you start your presentation. Many laptops these days have a CD player or can use a boom box. The type of music you play depends on your audience and the emotional state you want to warm the audience up to. Just think how it will differentiate you from the outdated PowerPoint slideshows of your competitors.

#4 – START WITH AUDIENCE PARTICIPATION

The more connected you are with an individual or group, the more receptive they will be to your message. One way to build rapport with the audience is to ask the audience questions during the first few minutes on stage.

Ask a question or two that most people can easily answer (but don’t put anyone on the spot). Questions like “How long did it take you to get here?” and “How long have you worked in this field?” you can easily start the conversation and start creating a connection between you and your audience.

#5 – MAINTAIN EYE CONTACT WITH THE INDIVIDUAL

You probably know you should. Now here’s why and how.

The more often you shift your focus, the more new information your brain takes in. Your eyes are the brain’s visual sensory input system. Change focus fast enough and often enough, and you’ll overload your brain so much that you’ll forget where you are in the presentation. Aaaaaggh!

You will maintain concentration on what you want to say next by briefly fixing your visual focus. You can do this by finishing a thought or sentence (whichever you find easier) while maintaining eye contact with a person. Make eye contact with a new person with each new thought or sentence.

© 1999-2004 Shamus Brown, All Rights Reserved.

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