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Inspiration

Right your presentation ship

hat if you make a point to update your say before you say it. Is it necessary? Will it help
industry knowledge regularly, thoroughly with the buying decision or the relationship you're
research potential prospects, tailor your trying to nurture?
W presentation to suit each prospect's busi- • Get to the point: Do you use phrases such as, in my
ness needs, practice your delivery, show up for appoint- opinion, it's been my experience, simultaneously, at
ments on time, dress professionally and act courteously the same time? Avoid redundancy and stay with the
– but you often end up out of breath and without a suc- facts. Filling your speech with unnecessary words
cessful close. What could be going wrong? wastes your prospects' time and may insult them
should they feel you are being redundant because
One possibility is that you are moving too quickly. You you think they're unable to understand you.
might think the fact that you've tailored you presentation
to a particular merchant is enough to keep it from Chill out
becoming stale. But if you are not pausing long enough
to give merchants a chance to respond to what you've Unfortunately, when it comes to relaxation, telling yourself
said and then answering their questions and concerns to relax will sometimes create the opposite effect. To help
with fresh, not canned, responses, you will be driving prevent that situation, here are six tips offered by Lisa B.
prospects away instead of drawing them to you. Marshall in "6 tips to calm your nerves before speaking,"
posted on QuickandDirtyTips.com.
In Good Selling! SM: The Basics, Paul H. Green wrote, "As you 1. Stay hydrated (This will prevent your tongue
know, merchants must be given the time to voice their from going dry).
opinions, to tell you their objections (so you can resolve
them), and to work through their buying decision." 2. Exercise to stay calm (Even a quick stroll releases
endorphins and lessens anxiety).
Open the sales door 3. Try looking at favorite pictures, visualizing

He offered the following tips, suggesting they would help pleasant images, or even laughing just before you
you "close your mouth and open the door to a sale": speak.
• Relax: You may be nervous and afraid of "the 4. Make a physical change to calm down during the
pause." Therefore, you continue to talk to avoid the speech (Take deep breaths, shift your weight, or
awkward silence. Don't be. Let the silence sit there look an audience member in the eye).
so both you and the prospect can process what was 5. Embrace the energy (Good stress can help clear
said. Give the merchant an opportunity to respond. the mind, use it to engage the audience).
• Speak slowly: Again, you may be nervous (or just 6. Be prepared (If you find this difficult, work with
excited), and have a tendency to speak quickly. a colleague to improve your research and delivery).
Make a conscious effort to slow your speech and
speak clearly and precisely. If you run through the Now sail through to your next close.
presentation at lightning speed, the merchant may
miss some of your most important points.
• Choose words carefully: We've all had the experi-
ence of speaking with someone who talks a lot but
doesn't really say anything. Think about what you
Kate Gillespie, President and CEO

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