Excellence in presentation skills will increase sales

Listening to an educational programme today I was impressed by the excellent presentation skills of the teacher and his ability to engage the audience. He drew them into his story that had them making a purchase without a second thought.

This wasn't manipulative techniques or a crude sales pitch. It was simply a strategic process of building rapport with the audience and creating the space for them to make an informed buying decision that met all their needs.

The presenter used his great ability in telling a story to hold the state of the audience in a way that had them relate to it [the story] as if they were playing the starring role.

Why was it so enthralling?

1. He built rapport - The teacher engaged the audience from the start. He used his skills to have the audience listen attentively and with anticipation.

2. He managed their state - If you want the audience to get excited, you need to be excited yourself. If you want the audience to be inquisitive you must stir their imagination so that they are curious and eager to know more.

3. He told a story - By using a story, a tale that the audience could relate to, he drew them in. They were able to see themselves within the story and began to make internal connections that resulted in the natural next step of needing to buy.

People buy from those they know, like and trust.

When you create the space for this trust, from a position of the buyer, rather than a seller, the relationship becomes such that people actively seek out the purchasing opportunity knowing that you will be helping them "solve their problem" or "providing the solution". Buying becomes easy for them.

Speaking with power to create sales

Everyone of us has to speak in public to "sell" something. It may be how you earn your living such as a business development role or sales representative, or that you have an idea, a suggestion or proposal that you want someone to "buy in to". It could be that you simply want your spouse, partner, child or friend to agree to something you would like them to do, but in any event you are selling a concept, an idea - you are looking for agreement.

Great Public Speaking

Speaking in public can be the most traumatic experience for some people. It is said that many fear having to stand up in front of others to talk, more than they do death itself.

I haven't yet met someone who would prefer to die than present their ideas to someone else, either in a group situation or one-on-one however.

The biggest challenge people face is in fact the "story" they tell themselves about the possible outcome of their speech or presentation. It's the self-talk that causes the problems.

One of the easiest techniques you can adopt in these circumstances, to be great speaking in public, is to prepare yourself before you start. I'm not talking about preparing the material, although that is important of course, or rehearsing the delivery. No, what I'm saying is that it is essential to mentally prepare and get into the "state" of being able to deliver the material just how you would like it to be done in the best possible way.

All one needs to do is take a couple of minutes to breathe deeply, remember a time when you felt really confident, happy, excited and on top of your game - and get back into that experience as much as you can.

Breathe in the positive feelings of that memory, see what you saw back then, hear the sounds around you, notice the feelings within yourself and play back the things you said to yourself.

As you get back into the experience, breathe deeply and hold each breath as you make the colours and shapes of the memory sharper and more vivid, turn up the volume and the clarity of the sounds around you and expand the positive feelings inside.

Hold onto these sensations as you visualise your impending audience listening attentively, spellbound by what you have to say, inspired by your message and ready to take action as you conclude. Enjoy your imagination predicting a successful outcome to your talk and allow yourself to be excited by the possibilities unfolding now.

The first time you do this, spend some time on it and really enjoy the process. With a little practice over time, you will be able to recreate the experience in an instant and be great public speaking every time.

Enjoy!

I'm not participating!

Dr. Ivan Misner, founder of BNI and member of Jack Canfield's "Transformational Leadership Council" encouraged his members last week in his newsletter to state "I'm not participating in a recession!" Quite right too!

We all have a choice about how we feel and I encourage people I work with to observe their own language and change it when they find themselves using negative language or having thoughts that are focused on what may go wrong. Some will criticise this approach and say that one needs to be realistic. So I ask you "what is realistic?"

If realism is allowing oneself to be negatively affected by circumstances outside of them, or by comments someone else makes, then give me the alternative every time.

In their book "The Amazing Power of Deliberate Intent" Esther and Jerry Hicks, or more accurately, the "collective consciousness" called Abraham, asks "why would you want to accept or "face a reality" that is not pleasing when you can create a reality that IS pleasing?"

My view is simply this: if you know that you do have a choice about how you feel, then wouldn't it serve you better to choose a feeling of empowerment and positive energy rather than allow yourself to be drawn into a place of negativity? So, by keeping an eye on the language we use, we can create the positive energy we would prefer, just by changing what we say and the thoughts we think.

So no, I am not participating in a recession and I invite you to make the same choice!

Step Up to Success: It's Your Choice!

Simon Smith will be the keynote speaker at the next B4B networking event on 6th May 2008 at the Malone Lodge Hotel, Belfast...

It is said that successful people are those that do the things that unsuccessful people are unwilling to do.

In corporate life in particular, experience shows us that many people are in jobs they don’t want to be in, they don’t enjoy or they are simply unfulfilled. They’re bored, frustrated, tired, feel undervalued, not paid enough, work too hard, don’t have enough time etc etc.

So sack the boss!

Why would anyone live a life they were unhappy with?

Wake up and smell the coffee. This is no dress rehearsal. Get out and do something where you feel valued. Find a boss you do want to work for – someone who will treat you the way you want to be treated. Find someone who will value your contribution and thank you for being there.
If not, be your own boss. Create your own success. Stand by your own results!
It really is that simple. You really do have a choice.

If you want success, get out of the blame game and make a choice that serves you and those around you.

You only have one shot at life, so make the most of it. Take step towards taking 100% responsibility for your life today and see what difference it makes to your life tomorrow.

Step Up to Success: It really is your choice!

For further information and to book for this event visit www.B4B-ni.org