Presents

Sales Presentation Skills

Start / Stop / Continue

The Rainmaker Academywill equip you with a number of tools.

To organize these tools in a constructive manner, use the Start/Stop/Continue matrix at the front

of your workbook

Objectives

Prepare persuasive presentations with a strong opening, body and closing

Identify and plan for different audience types

Use power visual aids

Fear

Public Speaking is the #1 Fear Among Americans

Death is #6

Fears in Public Speaking

What are your

biggest fears when

speaking in public?

Presentation #1

In this presentation you will persuade a client to use one of the services you

personally provide.

Four Key Skills

S - Speaker

A - Audience

M - Message

M - Media

Major Complaints Speaker Missed Audience

Speaker Disorganized or Unprepared

Speaker Noticeably Nervous

Speaker Dull/Boring

Speaker Read Presentation-Monotone

Speaker Took Too Long to Get to Point

Visuals Cluttered/Unreadable

Lack of Credibility

Characteristics of a Commanding Speaker

1- Joy & Ease

2- Sincerity, Credibility & Concern

3- Enthusiasm

4- Authority

Eye Contact & Gestures

Look at Audience Member - Don’t “Sweep”

Watch for Feedback

Look at Audience 90% of the Time

Avoid “Mixed Signals”

Dealing With Butterflies

Overcoming Your Nerves

Handling the Q & A Period

Ten Commandments 1. Anticipate

2. Listen

3. Be Brief

4. Talk Straight

5. Be Responsive

6. Give Specifics

7. Eye to Eye, the Redirect

8. Stay Polite

9. Be Firm

10. Diffuse with Humor

Audience MappingATTITUDE

Q1

High

Low

INTE

RES

T

Q3

Q2

Q4

Positive Negative

Know Your AudienceKnow Your Audience

Presentation #2

In this presentation you will persuade a client to utilize another one of your firm’s services.

This would be a service you do not personally provide.

Techniques to Build Presentation

#1 Plan Your Closing First

#2 Begin With the Unexpected

#3 Organize to Fit Your Audience

#4 Decide on Your Motive

#5 Keep It Simple & Short

Build a Powerful PresentationTrust

Logic Emotion

Media

Persuade a Prospective Client

To Use Two Services.

Presentation #3

Thank You!