Shamus Browns Top 5 Sales Presentation Tips

When its time to give your next sales presentation, here are my favorite tips for delivering powerful, charismatic, and engaging sales presentations.

#1 - PLANT YOUR FEET SQUARELY ON THE FLOOR

How you hold your physical body during your sales pitch communicates a tremendous amount of information about you to your audience. Studies have shown a person will unconsciously interpret approximately 55% of the meaning of your message from physiological cues in your body position, stance, and facial expressions.

Deliver your presentation from a position of confidence. Stand with your feet squarely 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 your are ready to make a gesture.

Shifting your weight from one leg to another communicates to the audience a lack of confidence. This comes across unconsciously in that if you were to ask someone, a typical response might be "he didn't seem like believed in his company" or "I not sure that I can trust her".

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

#2 - GET PUMPED UP

It is your job to lead the audience. The reason they are there to get something from you. So you must lead them where you want them to go. If you want people to get excited about your product or to feel a sense of trust towards you and your company, you must first create this 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 loud. High five your sales partner. You can do this where you won't be seen by the prospect (in your car, in the customer's stairwell, 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 begin your presentation in an absolutely great state. Do this right and the audience will follow your 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 big rock stars do before coming out on stage is they have warm-up acts. The job of a warm-up act is to get the audience in a mood will be receptive of the main act's energy.

You can accomplish this same effect by simply playing music before you start your presentation. Many laptops have CD players these days, or you can use a boom-box. The type of music you play will depend on your audience, and the emotional state that you want to warm your audience up to. Just think about how this will set you apart from your competition's stale PowerPoint slide show.

#4 - BEGIN WITH AUDIENCE PARTICIPATION

The more rapport you have with an individual or a group, the more receptive they will be to your message. One way to build rapport with your audience is by asking questions of your audience during your first few minutes on stage.

Ask a question or two that most people can easily answer (but don't put anyone on the spot too much). Questions such as "How far did you come to get here?" and "How long have you been working in this field?" easily get conversation going and begin creating a relationship between you and your audience.

#5 - SUSTAIN EYE CONTACT WITH INDIVIDUALS

You probably know you should do this. Now here's why and how.

The more frequently you change the location of your focus, the more new information your brain is taking in. Your eyes are the visual sensory input system for your brain. Change focus fast enough and frequently enough, and you overload your brain to the point where you forget where you are at in the presentation. Aaaaggh!

Maintain your concentration on what you want 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 sustaining eye contact with one person. Move eye contact to a new person with each new thought or sentence.

© 1999-2004 Shamus Brown, All Rights Reserved.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

City officials hear presentation on emergency notification service
Evening Observer
On Wednesday Fourth Ward Mike Civiletto hosted a presentation on the CodeRED emergency system at the city's public safety meeting. CodeRED is an emergency notification service by which the city and its departments can notify residents and businesses ...


DVIDS (press release)

PRESIDENT TRUMP AND THE FIRST LADY PARTICIPATE IN THE PRESENTATION OF THE NATIONAL ...
DVIDS (press release)
President Trump and The First Lady Participate in the Presentation of the National Thanksgiving Turkey. 11.20.2018 01:00:00 PM. Live feed will begin in: 3 hrs : 53 min : 41 sec. video size: 640x360, 730x576, 1024x576, 1280x720, 1920x1080, custom size.


WSMV Nashville

Policing Project - City council presentation November 19
WSMV Nashville
Policing Project - City council presentation November 19. Updated 8 hrs ago | Posted on Nov 19, 2018; 0 · Facebook · Twitter · Email; Print; Save. As featured on. The Policing Project releases report on 'racial disparities' in Metro Police traffic stops.


10 tips for a fierce listing presentation in a competitive market
Inman.com
To help you stand out and win the confidence of your potential seller clients, here are 10 tips to make a lasting impression on your next listing presentation. Subscribe to Inman Select and read the entire article. Get the breaking news, insight and ...


Cleveland-Cliffs to Webcast Presentation by Lourenco Goncalves at Upcoming Goldman Sachs Conference
Associated Press (press release) (blog)
CLEVELAND--(BUSINESS WIRE)--Nov 20, 2018--Cleveland-Cliffs Inc. (NYSE: CLF) today said it will be webcasting the fireside chat with Lourenco Goncalves at the Goldman Sachs Global Metals & Mining Conference in New York. The Company invites ...


GOGL - Q3 2018 Presentation
Nasdaq
Please find enclosed the presentation of Golden Ocean Group Limited's third quarter 2018 results for today's webcast / conference call at 15:00 CET. This information is subject to the disclosure requirements pursuant to section 5 -12 of the Norwegian ...


FWCS presentation tries to ease math concerns
Fort Wayne Journal Gazette
Laurie Ferry, a consultant with the online math program Agile Mind, was only a few slides into her presentation before a parent paused her with a question. Used by middle and high school students, Agile Mind develops conceptual understanding about math ...


Obsidian Energy Ltd. (OBE) Announces 2019 Outlook and Hosts Investor Day Presentation (Transcript)
Seeking Alpha
Obsidian Energy Ltd. (NYSE:OBE) 2019 Outlook and Hosts Investor Day Presentation November 15, 2018 11:00 AM ET. Executives. Brad Monaco - Manager, Corporate Planning & Investor Relations. David French - President and Chief Executive Officer.


Senior center to host Medicare seminar presentation
White Mountain Independent
The Show Low Senior Center will host a presentation of Medicare changes from 10-11 a.m. Wednesday, Dec. 5, on open enrollment for 2019, at the center located at 301 E. McNeil, with Medicare/Benefits Supervisor Jana Bays of AAA NACOG/State Health ...


Local Author to do a Presentation on the JFK Assassination at Vineland Public Library
Press of Atlantic City
Local author, and JFK assassination researcher, Denise Hazelwood will give a presentation on the events of November 22, 1963, and afterward. She has made new observations regarding the assassination documents, photographs, witness accounts, and ...

Google News

Choosing the Right Work Shirts for Your Small Business

Company attire says a lot about your business philosophy to... Read More

Dump Your Speeches For Leadership Talks

The CEO of a worldwide business asked me to help... Read More

10 Tips For Bringing Your Event To Life

Your job as an event planner doesn't stop with the... Read More

Dump that Overhead Projector!

What is it about overhead projectors that causes us to... Read More

Why You Need a Lesson Plan

LESSON PLAN DEVELOPMENT: Lesson plans, believe it or not, are... Read More

Sharpening Your Presentation Skills

Regardless of the nature of our job or social standing,... Read More

Conducting Successful Training Activities

Whether you are training preschoolers in the classroom or executives... Read More

27 Tips For An Effective Presentation

So you're not a professional speaker. That's no excuse for... Read More

Rise Above Cattiness

Cattiness is something no one ever wants to be accused... Read More

Presentation Power Does Not Come From PowerPoint

You speak before a group. You present your message. You... Read More

Tough Talk: Bad News Delivered the Right Way

Communicating Bad News The Right WayIt's the rare executive who... Read More

Practice Makes Perfect ? 7 Tips for Making the Most of Your Presentation Practice

Believe it or not, preparation is a better determinant of... Read More

7 Myths That Make Meetings Miserable

Myth 1: Executives belong in meetings.Although the demands of business... Read More

Seven Tips for Coping with Pre-Stage Jitters

Whether you need to address large groups or small, familiar... Read More

How to Prevent Presentation and Speaking Disasters

I just got back from my whirlwind speaking engagements and... Read More

Speech in Business

The social skills of a small businessperson, franchisee, independent contractor... Read More

Tips for Thinking on Your Feet

If you really aware and alert, your audience's behavior -... Read More

Writing The Query Letter

The query letter is simply a business letter that serves... Read More

Six Marketing Tips for Trade Show Success

A trade show is an ideal way of showcasing your... Read More

Four Different Ways People Process Your Information

There are four different ways that audience members assimilate information.... Read More

Move Key Audiences to Actions You Want

How?Try a blueprint like this: people act on their own... Read More

Your Unique Point of View

I had a chance to go to one of those... Read More

5 Breakthrough Marketing Ideas

Do you ever get frustrated with your marketing? Are you... Read More

Top Ten Tips For Better Business Presentations To Asian Audiences

Audiences around the world are all different. Cultural, social and... Read More

Top Ten Rules for Effective Presentations

I am of the belief that the majority of people... Read More