Let us create a 3D eBook for you!
Let us create a 3d Digital eBook for you! DigyCat.com

Business Presentations - Use Power Pitching - Get the Personal Edge


Whenever and whatever you're pitching, dozens of factors will figure in the final decision of your prospects. All else being equal, you have the edge if you can establish a personal connection. Connect emotionally and intellectually, so they like and trust you more than your competitors. How can you get your prospects to like you? Try these tips.

* Focus and be sincere. If you appear nervous or unsure, you may seem devious or incompetent. If your sales presentation does not respond to their concerns and you just grind on with a prepared pitch, they will decide you don't care about them and their problems. Look people right in the eyes and convince them that you stand 100% behind the ideas, products, or services that you want to sell them. Pick up on their concerns, and address them.

* "Divide and conquer." If you're doing a sales presentation, shake hands with everyone as they enter the room. Connect with them so you see them as individuals, and you become more memorable to them too. (People are usually more shy of groups of strangers than in one-on-one contacts.)

* Use technology to enhance your sales presentation, not drown it. PowerPoint can keep you on track, but it can't establish trust.

* Keep it simple and memorable! When your prospects have a debriefing afterwards, you want them to remember what you said more than anything your competitors pitched to them. Break your talking points into snappy sound bites that are easy to write down and remember. Make them interesting and repeatable.

* Steer clear of technical language and jargon. Rehearse your presentation in advance with your spouse or an intelligent 12-year-old across the dinner table. If there's anything they don't understand, it's too complicated.

* Tell great stories. People are trained to resist a sales pitch, but no one can resist a good story. Let's say you're trying to get money to fund your software company. Tell a story about how the prospective investor's life will change when you bring the product to market: "Imagine that a year from now you'll come to work and use this software to do in 5 minutes what now takes you 45 minutes. I don't know what that would do to your life, but in all our test markets or pilot programs, people tell us..." Then add more stories.

Take a lesson from Hollywood. Give your stories interesting characters and dialogue, plus a dramatic lesson that your prospects can relate to. Don't say, "Certain companies have used our software." Don't even say, "IBM has used our software." Instead, say, "Joe Smith at IBM said to me, 'If we don't increase sales turnover by 20%, we want make our projections'. We guaranteed them they could if they used our software. Six months later, Joe called and said, 'You guys saved us.'"

If you are pitching a product that hasn't been built yet, build a story about what it will be like for someone using it.

Everything else being equal, you're way ahead of any and all your competition when your prospects relate to you, like you, and trust you.

Patricia Fripp, CSP, CPAE is a San Francisco-based sales trainer, executive speech coach, and award-winning professional speaker. She is also a Past-President of the National Speakers Association. For more information on her sales training; executive speech coaching; books, CDs, DVDs, and videos contact: PFripp@Fripp.com, 1-800 634-3035 or visit: http://www.fripp.com

Patricia Fripp offers this article on a nonexclusive basis. You may reprint or repost this material as long as Patricia Fripp's name and contact information is included.


MORE RESOURCES:

Presentation - Google News

This RSS feed URL is deprecated

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

Cuomo's 'revenue raisers' (also known as taxes) raise GOP ire - Auburn Citizen


Auburn Citizen

Cuomo's 'revenue raisers' (also known as taxes) raise GOP ire
Auburn Citizen
Also known as taxes and fees, the approximately $1 billion in boosters included in the Democratic governor's state budget proposal certainly raise something else: the ire of Republicans in the Legislature who say New Yorkers are taxed enough and pay ...

and more »

Finance director gives refresher on local sales and service tax - Muscatine Journal


Muscatine Journal

Finance director gives refresher on local sales and service tax
Muscatine Journal
According City Finance Director Nancy Lueck, should voters decide to continue this component of the city's sales tax, the extension period would see the completion of the West Hill Sewer Separation project, the financing of the project, and improvement ...

and more »

Home sales rose in Naples area last year, despite Hurricane Irma and other challenges - Naples Daily News


Naples Daily News

Home sales rose in Naples area last year, despite Hurricane Irma and other challenges
Naples Daily News
Hurricane Irma made a dent on home sales in the Naples area in the final months of 2017. But total sales still came in higher than in 2016, which had its own set of challenges including economic uncertainty stirred up by a presidential election. Sales ...

Publishers, It's Time For A Permanent Programmatic Sales Strategy - AdExchanger


AdExchanger

Publishers, It's Time For A Permanent Programmatic Sales Strategy
AdExchanger
Publishers need to update their client-facing strategy. Direct sales teams tend to be relationship experts and great at presenting big ideas, while members of the programmatic team often came up through operational jobs. Even though they manage more ...

CoStar Launches 30-City Road Show To Court Former Xceligent Customers - Bisnow


Bisnow

CoStar Launches 30-City Road Show To Court Former Xceligent Customers
Bisnow
CoStar had a busy December, with its competitor Xceligent shutting down and the company posting record sales numbers. January is shaping up to be just as busy for the commercial real estate data giant. The D.C.-based firm launched a two-week, 30-city ...

Trump Towers buyers in India offered chance to meet Donald Trump Jr., raising ethics concerns - SFGate


SFGate

Trump Towers buyers in India offered chance to meet Donald Trump Jr., raising ethics concerns
SFGate
(It recently changed its name from Gurgaon to Gurugram.) They did not allow a reporter to speak to any prospective buyers, who were ushered in one by one to see a model of the two towers emblazoned with the Trump name. The apartment homes in the ...

and more »

5 Ways to Shake up Your Sales Presentation in 2018 - Business 2 Community


5 Ways to Shake up Your Sales Presentation in 2018
Business 2 Community
In a day and age where we know so much about our prospects, from their interests and dislikes, to their challenges and goals, it seems surprising that most presentations are still so ineffective. Part of the problem is that most salespeople today are ...

HealthEquity Announces Strong Sales, Presentation at JP Morgan Healthcare Conference - GlobeNewswire (press release)


HealthEquity Announces Strong Sales, Presentation at JP Morgan Healthcare Conference
GlobeNewswire (press release)
HealthEquity will discuss these results and estimates during its presentation at the 36 th Annual JP Morgan Healthcare Conference on Wednesday, January 10, 2018, at the Westin St. Francis hotel in San Francisco. Jon Kessler, President and Chief ...

and more »

How To Make Your Next Sales Presentation Rock - Business 2 Community


Business 2 Community

How To Make Your Next Sales Presentation Rock
Business 2 Community
A lot of the hard work is in the sales presentation as you reach out to possible new clients. And it's kind of different for digital agencies too because a presentation to gain new business relies on a lot more than just numbers. Sure, data and numbers ...

LargeFriends.com - the best dating site for plus-sized singles!
SuccessfulMatchCentral.com - the best dating site for plus-sized singles!

PreLaunchX

MyIdeal Domain Is For Sale - $8,000 For Enquiries eMail Us

© www.MyIdeal.biz - 2012

home | site map | links