Projection tv > Polishing Your Sales Presentation

Polishing Your Sales Presentation

by: Dan Collins

Summer is here! It?s time to bring out your summer attire, take a vacation and reflect upon your achievements thus far this year. Look back at the past few months of your sales production . . . are you on target for all your sales goals for 2005? Are you making the sales from all your sales presentations?

You may be far ahead in some areas or behind in others. No matter what your sales production is today you certainly should have another look at what targets and goals you have developed in your game plan for 2005.

Are you using your strengths to their fullest potential? To improve your sales results, determine what has been working or not working. Then define where to concentrate your productive energies for the next two quarters in 2005 or the remainder of your compensation period.

The statistics say that 90% of the sale is made in the presentation. Many sales professionals need to be more innovative and prepare for every presentation. When planned and executed well, your presentation is the most effective method of winning more customers. The most important point of a presentation is that the objective of communication is not the transmission, but the reception. The whole preparation and content of presentation must therefore be geared to the customer with a clear objective that will specify actions or commitments you desire from the customer. Be creative and original to tailor the presentation to catch their attention and respect. Differentiate yourself from your competition.

It is difficult to overestimate the importance of careful preparation. Five minutes face to face with senior management could decide the acceptance or rejection of a proposal. With so much potentially at stake, the presenter must concentrate not only upon the facts being given, but also upon the style, pace, tone and tactics that should be used to best relate to the audience.

? Explain at the beginning of the presentation what will be covered and how long it will take so they know what to expect.

? Plan exactly how you wish to appear to them; dress appropriately for the audience.

? Rehearse your presentation. There is no substitute for practicing.

? Accentuate your gestures and vocal projection; always have great eye contact.

? A smooth presentation is the key for your customer to sense your sincerity and confidence.

? Don?t try to answer every question. They will respect you more if you get back to them with the correct answer.

There are three primary ways people learn:

Visually ? people learn through reading, seeing
and mental images.

Auditorily ? people learn through listening and
hearing.

Kinesthetically ? people learn through touching and
doing.

Try to find out how your customers prefer to learn. Pay attention during conversations, if they read a lot and use phrases like, ?I see it,? and then they probably learn best visually, so use plenty of excellent visuals. If they use words like, ?I haven?t heard that, but that sounds good to me,? they learn best auditorily, so keep the speaking dialog going at a pace and tone that they are comfortable with. If you see them holding your collateral and product they might learn best kinesthetically. Deliver your presentation primarily that way and create a well-rounded presentation that encompasses all the learning styles. For example, include visuals, have a good speaking voice, and bring samples of the product for every customer. But primarily tailor your presentation to their preferred learning style.

Although they will be trying very hard to concentrate on your presentation, your audience?s minds will inevitably stray. Your job is to do something, anything that captures their attention and makes a lasting impression upon them. You don't necessarily have to use repeated phrases, but simply make the point again and again with different explanations and in different ways. Include the audience in the presentation; ask them questions to get them involved and keep them involved. Once your presentation is over, you should try to honestly evaluate your performance. Either alone, or with the help of someone involved, decide what were the least and most successful aspects of your presentation and concentrate on those areas for your next presentation. If there?s a problem with the preparation or execution, then work on it. Practice is only productive when you make a positive effort to improve your presentations. Be committed to self-improvement to further develop your career. Be coached, or coach yourself, to constantly improve your presentations. Analyzing your strengths and building upon them is an effective method of self-coaching.

?A presentation is an interactive conversation with the customer.? - Dan Collins

We believe that for any investment of sales improvement to generate a positive return, whether it is field training, classroom training, online learning, computer based, audiobooks, etc., predefined outcomes need to be articulated and then executed. So clearly define what you want to accomplish for the remainder of 2005, focusing on being more innovative and preparing for every presentation and of course, follow through and support your game plan for 2005 with sales training tools like our Sound Selling Audiobook?. Good luck goal setting, presenting and selling!

About The Author

By Dan Collins, Author & Speaker

Where people go to grow. http://www.collinseducational.com

The Fear of Expressing Anger

The Fear of Expressing Anger

by: Margaret Paul, Ph.D.

There is much to learn from anger, yet many people are afraid of this feeling because they don?t know how to express anger in ways that are helpful rather than harmful. I teach a process at my weekend Inner Bonding workshops called ?The Anger Process.? This powerful process, which is described below, is not only for releasing pent-up anger in harmless ways, but for discovering what your responsibility is in any conflict with another person.

Often, when I describe this process in a workshop, some people get anxious and want to leave. They are afraid of anger and of expressing their anger. This is invariably because they come from a family where one or both of their parents or other caregivers were angry in a mean, violent way ? a way that caused harm to others. These people are so afraid of being like their mother or father that they repress their anger, taking it out on themselves instead...

The Fear of Expressing Anger

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All about HDTV

All about HDTV

by: Richard Gazzo

The HDTV has become increasingly popular since it?s introduction. There are many well-known electronic manufacturers that have designed many models of the HD style TV. There are multiple sizes, styles and colors that can be attributed to a HD television. Likewise, there are various price tags found on the HD television. With so many choices and decisions ahead of you, don?t feel overwhelmed; there are many great resources to help make your search as quick and painless as possible.

HDTV has been around since the mid 1960?s. In Japan, the first model of the HDTV was created. The innovative electronic geniuses of the United States were quick to follow and the race to perfecting the high definition technology was off to the races around the mid 1990?s.

Basically, the term ?HD? refers to the quality of the broadcast signal that is sent through the television set. The high definition signal represents images...

All about HDTV

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HDTV is What Technology is All About

HDTV is What Technology is All About

by: Scott Bianchi

If you have not yet watched TV on an HDTV you do not know what you are missing.
When they promote high definition they aren?t kidding.
When my daughter was born I knew I?d be spending a lot of time at home so I invested in an HDTV and two years later I still think it was an excellent purchase.
Not only is the picture unbelievable but the sound is much improved as well.

More and more channels are starting to come out in HDVT format so buying an HDTV
makes much more sense now as compared to two years ago when I bought mine.
When I first got it I think there were only four channels I could watch in HD.
They happened to be four channels I watched a lot so it worked out well for me.
As time has passed the TV?s themselves become even cheaper and more channels are available so they are a much better purchase.

Many people are not...

HDTV is What Technology is All About

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The Innovative Autobin - The Automatic Opening Bin

The Innovative Autobin - The Automatic Opening Bin

by: Veronica Pacey

If you are looking for a new-to-market, innovative and useful product within your home, the Autobin is it! The Autobin is a revolutionary automatic opening bin. It has a built in infrared sensor on the lid, so when you place you hand near the lid of the bin, it opens, and shuts again after about 8 seconds, allowing you to drop your rubbish into the bin without the need to touch it at all. However, if you need more time, say if your peeling eggs or emptying leftovers into the bin, you can override the automatic feature by pressing the open or close button on the front panel.

If used in its automatic setting, the touchless Autobin is incredibly hygienic, and helps to prevent the spread of germs within the family household, hospitals, public toilets, offices, airports, care homes, or wherever you need a bin. Hospitals around China and Singapore are using the Autobin to help...

The Innovative Autobin - The Automatic Opening Bin

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Plasma TVs And Your Home Entertainment Center

Plasma TVs And Your Home Entertainment Center

by: John Rivers

It seems as if everyone these days is showing off their expensive flashy new home entertainment centers. They?re linked wirelessly to computers, have more speakers than a Rolling Stone?s concert, and cost more than a midsize luxury sedan. They feature DVD players, DVR or Tivo, CD players, MP3 players, and anything else you can imagine. The centerpiece, though, still remains the same: the television.

Plasma TVs have recently been introduced to the market. They are extremely flat television panels which make them very easy to mount on either a wall, in a cabinet or on other specially designed furniture. Plasma TVs are known for their wonderful quality and almost all plasma TVs come already equipped with an HDTV (high definition television) tuner which will allow you to watch all the HDTV channels that have been so widely discussed lately. The quality is amazingly realistic.

As...

Plasma TVs And Your Home Entertainment Center

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LCD Projectors - The Jist

LCD Projectors - The Jist

by: Eli Aloisi

An LCD projector is a device utilized for displaying video images or data. They are the modern equivalent to the slide projector and overhead projector used in the past.

LCD (liquid crystal display) projectors usually contain three separate LCD glass panels, one each for the red, green, and blue components of the video signal. As light passes through the LCD panels, individual pixels can be opened to allow light to pass, or closed to block the light, as if each little pixel were fitted with a Venetian blind. This activity modulates the light and produces the image that is projected onto the screen.

With a lens that "projects" the image on any flat surface and does not require large "furniture" (like a big TV would), LCD projectors tend to be smaller and much more portable than older systems. The best image quality can be accomplished with a blank white or grey surface to project on, and for this...

LCD Projectors - The Jist

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