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MAKE STRONG SALES PRESENTATIONSON TARGETDiscussion AgendaTechniques

Strong Presentations Lead to Success

ON TARGETIn the age of "Wow!" marketing and advertising, it's important to make your presentation unique and audience focused.

A strong sales plan presentation won't ensure sales success, but it builds credibility and support to help you reach sales objectives and quotas. Introduction

ON TARGETON TARGETTECHNIQUESON TARGETON TARGETTechniques

ON TARGETThe following techniques will help to create interest in your sales plan presentation!5Gestures, movement and expressions make up 55% of your message

How you SAY the words make up 38% of your messageYour actual word choice makes up just 7% of your message1.0 Deliver your presentations with Power!ON TARGETResearch confirms that listeners process information based on both verbal and nonverbal messages.

To present a strong message, you must focus on both of these aspects of communication.

The following data indicates the power of nonverbal messages:

6Non-Verbals93% of the content of a presentation is conveyed nonverbally through visual and vocal elements of the presentation.ON TARGETON TARGET

Visual communicationGestures can have a huge impact on presentations success.ON TARGETAvoid the following gestures!

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Try these gestures instead

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Vocal communicationHow you present your sales plan is the second most critical strategy for ensuring that your presentation has an impact on listeners. ON TARGETHow you present your sales plan is the second most critical strategy for ensuring that your presentation has an impact on listeners. 11Speak loudly enough so that everyone can hear your message

Do not strain your listeners.One of the most powerful yet overlooked tools is silence.

A pause can be very powerful.Speak in your normal vocal range and return to it often, but

don't let it be the constant pitch of your presentation.Key aspects of your vocal approach include:ON TARGETHow you present your sales plan is the second most critical strategy for ensuring that your presentation has an impact on listeners. Key aspects of your vocal approach include:

Boosting the volumeOften a sales presenter speaks too softly. Most listeners won't put a lot of effort into straining to hear the presenter. Speak loudly enough so that everyone can hear your message.

Varying the paceOne of the most powerful yet overlooked sales presentation tools is silence. A pause can be very powerful. In fact, the lack of appropriate pauses is the single largest cause of "uh"s and "um"s. Hint: When practicing your sales plan presentation, have someone tap a water glass each time you say an "uh" or an "um" so that you become aware of how often you use these interjections. (You might go crazy, but you'll stop doing it.)

Varying your pitchAvoid monotone delivery by adding up and down intonations to your presentation. Begin speaking in your normal vocal range and return to it often, but don't let it be the constant pitch of your presentation. Hint: Although it might be a bit painful for you to hear, record your sales plan presentation when practicing it, and then listen to the recording, paying special attention to your vocal pitch throughout.

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Verbal communicationChoose your words carefully and avoid the temptation of including fluff in your sales presentationsON TARGETChoose your words carefully and avoid the temptation of including fluff in your sales presentations

13Makes sales plan more credible.

Active voice communicates your point more effectively.

Messages are better retained by listeners if contents are organized into lists or key points.Overuse will smokescreen your real sales message.Tips for making your words work for you:ON TARGETUse the active voiceYou can make your sales plan presentation more credible by using the active voice rather than the passive voice. For example:Active:"We missed our goal by 15% ..."Passive:"Our goal was missed by 15% ..."Using the active voice communicates your point much more effectively.

Use listsListeners retain your message better if you organize the content into lists or key points.Avoid acronyms and jargonOne trap to avoid is the overuse of acronyms and jargon. Your audience might perceive such terms as fluff or buzzwords and as a smokescreen for your real sales message.

142.0 Design the presentation for your listeners3 Key Elements of the Message that must be considered in designing the presentationWhat you want your audience to do?

What do you want your audience to know? What do you want your audience to feel?

ON TARGETDoMany sales plan presentations are intended to persuade management to support some type of initiative, such as creating growth, expanding into new markets, or improving solution-delivery quality. Make sure that your audience has no doubt about what you want them to do as a result of your presentation.KnowAny sales plan presentation contains elements that are merely informational. Make sure your audience knows what they need to remember from your presentation. Make the main points clear, and provide adequate supporting information.FeelThe tone of your presentation is critical but often overlooked. Too often, sales plan presentations convey an unintentional sense of arrogance the "look what I accomplished" syndrome. At other times, presentations can sound whiny providing excuses for why goals and objectives cannot be or have not been met. Your goal should be to create a feeling throughout your talk that matches the "do" and "know" objectives.153.0 Use the S-S-S Formula to Move Listeners to ActionON TARGETStateState your main points clearly and concisely.SupportProvide enough supporting information to address your listeners' needs adequately.SummarizeSummarize each main point of your message.16STRONG PRESENTATIONS = SUCCESSON TARGETON TARGETA sales presentation plan should be well thought out with a balance of hard data and persuasion. You should be creative within the guidelines of your organization's culture and style. Using both verbal and nonverbal techniques while focusing on what you want the listeners to do, know, and feel helps ensure a successful outcome.

17A sales presentation plan should be well thought out with a balance of hard data and persuasion. You should be creative within the guidelines of your organization's culture and style.Using both verbal and nonverbal techniques while focusing on what you want the listeners to do, know, and feel helps ensure a successful outcome.

Summary

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Thank Youand Good Luck on your forthcoming Sales Pitch ON TARGET19