Presentation Tip
On Monday of this week I met up with a buddy of mine who is a financial advisor. He was giving me an overview of his business and what was working the best for his clients. We had a great conversation and his enthusiasm and passion were clearly present! The funny thing is this…I’ve seen him do a sales presentation in front of potential clients and he is entirely different. How about you? Potential clients today demand to see more of the real you. Share your successes and failures with them. By bringing in real situations and solutions that you have provided clients you are endearing yourself to the audience. The thing that struck me the most was the conversational manner of our talk. He was sharing facts with me but he was showing his vulnerability as well as his passion. He really is a great guy to have an informative conversation with-We all must bring this same conversational tone to our audiences!
One of my favorite financial speakers was Peter Lynch, the legendary manager of the Fidelity Magellan fund. Lynch could take a complex financial idea and convey it simply and eloquently to audiences. I remember Lynch explaining to an audience to “buy what you know.” The example he gave was if you are shopping at the Gap store and the store is packed with satisfied consumers-you may want to do some research and see if this is a stock to add to your portfolio. A simple but poignant example which allowed Lynch to be one of the most successful money managers of all times.
Let you audience see you in the same manner as they would observe you and I having a conversation. Who knows, your conversion rate may dramatically improve!
Steve Mertz
Be Conversational with Prospects!
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