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Shamus Brown’s Top 5 Sales Presentation Tips

When it comes to your next sales presentation, here are my favorite tips for delivering a powerful, engaging, and engaging sales presentation.

#1 – Place feet flat on the floor

How you hold your body during a sales pitch says a lot about you to your audience. Research shows that a person unconsciously interprets about 55% of the meaning of your message based on physiological cues such as your body posture, posture and facial expressions.

Present with confidence. Stand with your feet flat between your shoulders. Distribute your weight evenly between your legs and plant your feet firmly on the ground. Keep your arms relaxed at your sides until you are ready to gesture.

Shifting your weight from one leg to the other sends a message of lack of confidence to the viewer. This happens unconsciously because if you ask someone, typical responses might be “he doesn’t seem to trust his company” or “I’m not sure I can trust her”.

Try out balanced and unbalanced speaking positions now to see which one gives you more confidence and prepares you for your next sales presentation.

#2 – Cheer Up

It’s your job to guide your audience. They are there for a reason to get something from you. So you have to lead them where you want them to go. If you want people to get excited about your product or develop a sense of trust in you and your company, you must first create that emotion within yourself.

how do you do this simple. Do whatever it takes to get yourself excited. Jump up and down. clap your hands. Play your favorite music out loud. High Five is your sales partner. You can do this in places where potential customers can’t see it (in your car, a client’s stairwell, bathroom, or outside the building). What do you think a rock star or actor would do to warm up before going on stage?

The idea is to get you off to a great start with your presentation. Get it right and your audience will follow you where you want them to go.

Bonus Tip: Use this trick before making an important call so you stay “on” when you make the call.

#3 – Warm up the audience

Another thing big rock stars do before they hit the stage is they have warm-up acts. The job of the warm-up act is to get the audience in a mood to pick up the energy of the main show.

You can achieve the same effect by simply playing music before starting your presentation. Many laptops these days come with CD players, or you can use speakers. The type of music you play depends on your audience, and the emotional state you want them to feel. Think about how this will set you apart from your competitors’ archaic PowerPoint slideshows.

#4 – Start with Audience Engagement

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

Ask a question or two that most people can easily answer (but don’t make anyone too nervous). Questions like “How far have you come from here?” and “How long have you been working in this field?” easily strike up a conversation and start building a relationship between you and your audience.

#5 – Maintain eye contact with other people

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

The more often you change your focus position, the more new information your brain absorbs. Your eyes are your brain’s visual sensory input system. Change focus quickly enough and often enough, and your brain can become so overloaded that you lose track of where you are in the presentation. Ahhh!

Keep your focus on what you’re going to say next by fixing your visual focus for short periods of time. Do this by completing a thought or a sentence (whichever you find easier) while maintaining eye contact with one 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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