Strange as it may seem, our life is made up of a series of “sales presentations”.
Sales may not be your concert, but if you’re the boss, make presentations every day.
Whether it’s a step for your board, announcing a change of policy to your employees,
selling an idea to your spouse, or simply trying to conquer others from your point of view –
you need to give your skills a little pitches.
Like it or not, we are all sellers.
Our lives are composed of a series of “sales presentations”, otherwise known as presenting themselves in the best possible light.
Whether we’re out for a job interview, looking for a raise, or simply to convince our
employees that a job needs to be done – you’re making a presentation.
To become masterful can be summarized in the acronym IPRESENT!
I: engage your audience
Human nature is such that people support the solutions they help to create,
so involve them by allowing the audience to participate with questions or ideas.
Needless to say, not involving key people is risky, because messages can be misunderstood.
Your plans could be derailed before they start if there is not enough “buy-in”.
Use many open questions in your presentation to draw the silent type.
P – prepare your audience
Preparation is the key to success. Prepare your listeners for what will come during or before the presentation. Try these pre-meeting tactics:
Assign preliminary work related to activities. This could be the pre-reading or the study of a problem and the preparation of possible solutions. An example would be: “Go visit three types of accounts before the meeting”.
Create pre-meeting contacts with those invited by email, phone or in person. You may want to try an informal survey to get people’s position on the issues in question.
Remember that support on key or controversial topics can be established in advance by lobbying, if you know where to lobby.
R: search for your arsenal
Do your research! People who make it seem easy and are effective presenters have
a hidden arsenal.
It is an arsenal of organized and updated material that can be quickly accessed in
ready-to-use form when needed.
They have the statistics to support their ideas and have a mental arsenal of stories,
examples, jokes and icebreakers to use when needed.
Your physical presentation may include concrete elements related to the problem,
such as recent articles cut from newspapers or magazines, photographs,
reports and demonstration properties. To become experts in this art, learn how to keep the resources you can access for the right thing at the right time.
And – explains “Why?”
The next thing you need to do is explain “why?”
The single most powerful thing you can do to convince the audience of something
is to provide a convincing reason why they should do what you suggest or believe what you say.
People want and need a clear “WIIFM” – “what’s in it for me?” – to be able to react
positively to what you want them to do. It is extremely important to provide
a vision of the benefits.
Feeling the “why” will not automatically generate a “yes” to your proposal,
but will open the door to receptivity to your idea.
Knowing and accepting “why” meets a fundamental need that we all have –
understanding the purpose of our actions. Use the words “why” or “so” in
the presentation and
then finish the sentence. When the subject is controversial or is likely to generate emotions,
it is essential that the “why” be tested in advance. Ask some people you trust or who are on your “team” to play with the devil’s advocate to help you with your logic and arguments.
These are just the first four points to make successful presentations.
There are eight in total, and we’ll see the other four in my column next week. For now, let me leave you with this thought.
Life is a sales job from beginning to end. From the moment we discern how to get children’s approval, win friends at school, get our first love, get our first (and next) job,
get engaged and get married, achieve our goals and anything else you can think of between – we are selling ourselves or our ideas along the way. Who said you were not a seller?
“S” stands for State (mental) Management. The mental state of the successful presenter must be congruent with the message.
If you do not believe it, try to talk to your sales force when you’re depressed – it will not work!
You must be aware and manage your mental state and that of your listeners or
communication channels will not be open.
I have no space to elaborate on the methods to do it, but here are some key suggestions.
First of all, “AAI”: act as if. Act as you want to feel, it’s amazing how it works.
Use the music to set the mood, if necessary, dress the part and reduce the anxiety with
any method that works for you. Remember that you are solely responsible and that the mastery of the presentation is not about being perfect, but achieving your goal.
“E” is used to eliminate the unknowns.
Fear of public speaking is at the top of most people’s worst fears list.
You may find that you are unusually nervous, develop a low tone of voice or negative body language and can not respond to public feedback.
Managing your anxiety allows you to focus on your audience and their needs.
The basic approach to doing this is to ask us a list of questions “and if?”. Another way to overcome our fear is to take ownership of the situation. Try, try, try. Check your notes and prepare.
“N” is a bit ‘of confusion using the second letter of the word “know” – as in kNow Your Audience. Whether it’s just one person or many you’re presenting to you, you have to do three basic things: meeting their needs, reducing tension and avoiding mistakes.
A good knowledge of listeners will give you the opportunity to adapt your goals to meet their needs. This also allows you to reduce the tension of the “audience-presenter” so that they
focus on what you are saying. With a clear understanding of the opinions of the public, you will be sensitive to potential “hot buttons”.
“T” stands for “Tailor Your Presentation Throughout”.
Boring listeners lead to missed goals or total setbacks. You must be flexible and responsive to your audience.
To do this you need to use techniques that will give you feedback on the public;
you have to diagnose the cause of the problem you are facing and finally you have to choose the solution on which to act.
When you are presenting the watch for non-verbal behaviors such as looking at the clock,
touching the feet and doing the cat. When any of these is present, they receive feedback with “Is it too hot in here?” Or “Should I take the rhythm?”
Which interrupts the attention or lack of spectators and brings them back to your speeches.
An important thing to remember is that the mind can not absorb more than the seat
can withstand. Sometimes a simple thing like taking a short break to solve the problem.
The techniques to achieve the most desired results are at your fingertips when you remember that life is a series of presentations.
ما هى VAPULUS ؟
VAPULUS هي وسيلة دفع وتسويق عن طريق الهاتف وأقوى مزوّد حلول مدفوعات في الشرق الأوسط و جنوب افريقيا،
تقوم بتزويد الخدمة لكلا من رواد الأعمال والأفراد واضعين نصب أعيننا توفير
تجربة دفع رائعة للتاجر المصحوبة بمميزات التسويق الرقمي والتحليلات، حيث تتنوع وسائل الدفع الرقمي،
فإن نظام التشغيل يقبل بطاقات الصراف الآلي وبطاقات الإئتمان و المحافظ الرقمية علي حدٍ سواء،
مما يتيح الفرصة لتوفير خدماتنا لفئة الغير متعاملين مع البنوك بحرية.
تطبيق VAPULUS عبر الهاتف يمنح مستخدميه إمكانية الشراء عبر الانترنت والشراء من داخل المحال التجارية
ودفع فواتيرهم بالطريقة المفضلة لديهم من خلال الهاتف أو الجهاز اللوحي أو الحاسب الشخصي.