Sales Presentations Training

There is a critical time before your sales presentation. Maybe you are picked up at the airport, taken out to dinner or just small talk in the hall. This time can really help you or leave you in a big hole to dig out of. That’s why you might want to pick up a copy of The Fine Art of Small Talk by Debra Fine. Debra gives you proven tips for getting a conversation going and keeping it going. She also warns you about topics that you don’t want to discuss…If only I had know this 10 years ago. I was picked up at LA International airport by a committee member who was taking me to their corporate office for a huge presentation. I had developed an ergonomic crutch handle and this company (the largest manufacturer of crutches in the US) was considering putting my handle on as OEM (original equipment manufacturing). I was very excited about this opportunity! My guest picks me up and as were driving along in rush hour traffic I ask how he was? He said, “not well”. I said I was sorry to hear that:”what’s wrong”, I asked? “My wife left me” he said. Me, being a humorist and trying to add levity to the situation says : “It could have been worse, she could have left you for another woman.” Bad idea…She had left him for another woman. The next hour and a half were the longest of my life. I was fortunate to ultimately get the contract-but as you can see it was not because of my small talk! Believe me, use humor sparingly and pick up some points about small talk-they will help you keep the conversation going before your sales presentation. 

Tags: Sales PresentationsSteve Mertz
Master of Small Talk 

Will your public speaking fears blow your next sales presentation? Recently, I had the pleasure of hearing an interview with the actor Peter Coyote. Peter believes that the biggest fear that your audience has is being embarrassed. Interesting thought isn’t it? Many executives that we work with are of the mind frame that they don’t want to be embarrassed at a major sales presentation. Let’s look closer..Your audience will be embarrassed and uncomfortable if they sense you are ill at ease and not prepared. They sense this in a minute and they are particularly brutal if you and your team are not prepared-they are thinking aren’t they “worth” your best effort? I find one of the best things you can do in a presentation is pick one person out in the crowd, make eye contact, direct a few comments their way and repeat this to another person. If the “person” is a six member committee deciding if you are going to get the multi-million dollar contract-I would encourage you to follow the same tact.
What about the one person who looks totally disengaged?
If you do enough presentations you will be subjected to the one committee person who is scowling, arms crossed, not buying anything you say. Maybe, maybe not. He could be sitting there wondering where he left that important document-he may not be judging you and your company’s merits at all. Do not concentrate on this individual! Yes, it’s unfortunate but stick to your game plan and continue to give your sales presentation with conviction. Best wishes and if you and your team need presentation training in the near future fire up the G5 Gulfstream, point it to Denver and help is on the way! 

Tags: Public Speaking

Seth Godin, the marketing guru and agent of change, had a recent comment about “the best presentation.” Like me, Seth has been Powerpointed to death at countless presentations. His main thought and conclusion was this: The best presentation might be no presentation. “If you’re going to bother to do something, you ought to do it very well indeed. Otherwise, don’t. Don’t show up. Don’t waste your time (or mine.)”
Well, that obviously it not an option for those of you giving a sales presentation this upcoming Monday morning for a $50 million dollar contract! For those of you who are going to subject your audience to Powerpoint purgatory in your sales presentation-here are some points you may wish to consider:
1. Don’t ever read from your slide-I’ve figured out how to read all by myself. The slide should be an emphasis of a key point. Summarize the point concisely.
2. Throw out 50% of the slides you were going to show in your sales presentation-most of them are fillers or a crutch.
3. Explain your main points in English and always try to humanize your presentation. Rather than tell me I should or the importance of…Tell me a compelling story that makes the point much more eloquently than Powerpoint.
4. Words are so powerful-if I say the word Hawaii, I’ll bet you see the ocean,palm trees, beautiful flowers and plants, right? Your mind did not spell out the word H-a-w-a-i-i. Be sure you use powerful, emotional words in your sales presentation.
5. Write out your entire presentation so you can see if you are using compelling words and hitting key points,and who knows, maybe adding just the right touch of humor!
6. Practice and then practice some more-there is no substitute.
Here is a link to Seth’s article and best wishes on your sales presentation!
Steve Mertz
Leave Your Powepoint At Home

It’s casual Friday and you and your team have a big sales presentation to make. It’s casual Friday for “the committee”, not you and your team. May I suggest you stop and look in the mirror, and then go put on your suit and tie. Ladies don’t seem to struggle with this as much as men. We men can make some awful fashion statements by trying to be spiffy for casual Friday’s. Ladies, it goes without saying, that you too, should dress the part. If there is ever a doubt about what to wear, dress up not down. If you get to the sales presentation and you are invited to take off your tie and or sport coat to get more comfortable-that’s great. Whether we like it or not people do judge us by first impressions. They don’t know yet that your new product is going to increase their efficiency 50% and increase their profit margins three fold. They can’t get past your unshined shoes, wrinkled pants and casual shirt that needs ironed! Don’t put yourself in this position-go back to the room, make the change, and give them a stellar sales presentation! Have a great day.

Steve Mertz
Fashion Expert for the Day