A Sales Presentation is Like Fishing

You are invited to speak on the new product your company just launched. You deliver a killer presentation. You receive questions from your audience. You get a standing ovation. Then nothing happens. You didn’t get a lead. You didn’t get a referral.

When you speak at a professional or trade conference you have the opportunity to build brand awareness, expand the database, get a referral, attract another client, or close a sale. However these opportunities often vanish like vapor from a fog, and when the fog clears you walk away thinking you aren’t a very good presenter after all. This is a false assumption and an unfair judgment about your own abilities.

If you aren’t getting the results you hoped for it’s not because you aren’t a good presenter. You aren’t getting the desired results because you haven’t learned how to distinguish a hope from an intention.

You hope you will get interest. You hope to brand your company. You hope to build your database, attract a new client and close a sale. These are your hopes. Unconsciously you have another agenda, your secret intentions. You intend to impress the audience with your knowledge. You intend to get a standing ovation so you can feel warm and fuzzy and tell your friends how you “nailed the presentation.” You intend to re-live your war stories about the difficult product launch, how you worked with no sleep and how you emerged the hero.

How do I know? I know because I’ve experienced it myself, and I’ve watched people just like you, therefore I know how to identify the red flags. Let me explain.

When you invited your audience to ask questions, (whether that audience is one or one thousand) you missed the buying signal and instead blathered on about “back stage” stuff.
What is back-stage stuff you ask? Back stage talk is when you start speaking about what is behind the curtain instead of focusing on the performance.You have forgotten you have an audience and the conversation has reverted to your favorite topic–you.You talk about your dream, your company’s history, your great website, your struggles to get the product launched, your process for delivering the product and everything else except solving the customer’s problem.

Come to think of it, giving a good sales presentation is a lot like fishing.The problem happens when you become the fish instead of the fisherman. With a single question your prospect baits the hook, casts the line and you swallow the bait, hook, line and sinker. Without noticing you just got reeled in with your potential customer’s question. You forgot that you are the fisherman, not the fish.

Don’t feel bad. There is a way to become a better fisherman. Here are some steps so that you don’t take the bait.

1. Get clear on the outcome you desire.

2. Transition, answer briefly then redirect the question.

3. Listen to uncover problems.

4. Step up to the next level.

Here’s an example of how it works.

Step one: you become clear that you want to attract new customers. Now that you know your intention, you have to match your actions. This means you stay focused on solving a problem rather than sharing back-stage information and overwhelming to your customer. All your customer cares about is how he benefits from your product.

Step two: when you open for questions, you must recognize the bait. A customer’s question is your opportunity to transition, briefly answer, then redirect the question back to her.For example, your customer asks, “So tell me how you came up with the idea for this product?” You recognize your initial tendency to want to give a dissertation and instead you use the redirect. You transition, “I’m so glad you asked, then you answer briefly, “We noticed customers having problems with….” then you redirect by asking, “what kinds of problems do you currently face?”

When you redirect, it means you have cast the line and it’s your turn to listen and take notes. After your prospect has finished talking, your presentation at this point needs to be directed toward the next step in the sales process.That may mean an appointment, another presentation, a trial offer, a demonstration or signing the dotted line. Happy fishing.

Making Yourself Memorable – PowerPoint Presentation

Did you know that using a PowerPoint presentation can be one of the most effective ways to address a large group of people? With such a variety of learning styles, using a visual presentation allows you to reach a large group of people – particularly those who need to see it to believe it. What better way than to create a stunning PowerPoint presentation?

Have the data, but lacking that polished finish? A good way to start is to look at templates to get an idea of which style suits you and your presentation. By accessing numerous templates at Microsoft.com you be able to create stunning presentations. Looking at an individual slide or downloading an entire sample presentation can inspire you to be more creative with the content that you include in your own presentation. There are many charts and diagrams in different templates that can really spark your creativity and give you additional ideas to give your presentation a professional look. While looking through the samples, consider that if you are wowed by the slides, graphics, or charts, your audience probably will be too.

What works? There is no magic formula, but there are amazing presentations. With the ability to create almost anything imaginable, there is no limit to what can be included in your presentations. Vibrant colours, sleek graphics and stylish photographs all contribute to making a great presentation even better.

What does not work? Avoid the overuse of clip-art. Although there is some good quality clip-art out there, too much in a presentation can be distracting and give it an unpolished, unprofessional look. That is not to say that there isn’t a time and a place for a cleverly placed clip-art picture. Another thing to watch out for is wordiness – before adding a slide filled with text, consider adding the supplemental information in a handout.

Handouts are another great idea because you are providing your participants with additional information which adds value to your presentation. The added bonus of using handouts is that you are giving your participants additional information, which includes your contact information (a great instrument for making new connections and contacts).

Try to tie in visual cues that will help people remember and associate images with you or your company. The key is to make yourself, your presentation, and your information valuable and memorable.

Silver Jewelry As a Present For Different Occasions

Holidays and special occasions are fast approaching, It is indeed a perfect idea to start looking for your present for your special someone, friend, relatives and family. Silver jewelry, I can say is one of the most valuable and surprising gift your love one can receive. For any occasion, silver jewelry will never be outdated.

Silver jewelry works for any types of clothing and skin tone, with its huge available supply and affordability from head to toe surely you can get a set of jewelry without compromising its quality. Like silver earrings, rings, bracelets, brooches, watches, necklaces and anklets.

In terms of present or giveaway for wedding occasion, a piece of silver bracelet engraved with “thank you” is a very sentimental piece your visitor or sponsor could received. It is a sign of appreciating their presence, witnessing one of the most important part your life. Your next chapter of building your own family.

Silver jewelry such pendant and chains of bracelet is another appreciative present for parent to receive for their new born child, a”Christening Present”. The parent can let their child grow up with your bracelet, always remembering you as the child’s godparent. Who promises to help raise the child in a Christian manner.

Regardless of the cost, any woman will be delightful to receive a silver jewelry for her birthday. It is the nature of women to put sentimental value to a gift from someone who appreciates her, especially if its something you personalized or “something given with effort”.

There is a wide collection of silver jewelry you can choose from to be a birthday present, but mostly for a friend, they prefer a bracelet engraved with words they can’t personally say how much that person means to them. Silver bracelets ranges from simple to a more decorative styles with crystals, diamonds, semi-precious stones or silver pendant as well.

For a Silver Wedding Anniversary present, a silver ring is a meaningful present you can give to your wife. Spending a quarter of a century or 25 years in love with one person is to be celebrated. Make it a memorable anniversary full of silver by making use of silver decorations.

Christmas and Valentines are fast approaching everyone is busy looking after with their gift to be wrapped for their families, friends and special someone. A stunning silver ring, earring, bracelet, watch, anklet, pendant and necklace are few of the many things you can wrap as a present of love. Make it a habit of giving a present, without expecting something in return, you may never know until when you will be together. So start to appreciate that person today. Even a small piece of pendant stringed on a simple ribbon can be a stunning present. Make everyday Christmas.