I am a golf nut and love the game. That being said, I have been “practicing” my golf swing for over 35 years, and it’s still not perfect. While you need to invest a significant amount of time in practicing your presentation, you should be sure that you are practicing the right things! Additionally, you must routinely review your presentation to ensure that you have not somehow gotten off track or fallen into bad habits.
Below are a few tips on practicing your sales presentation, as well as some other thoughts on how to improve as a presentor.
One of the best places to practice your sales presentation is alone, in front of the mirror. It is imperative that you first become very comfortable and natural with your sales presentation. No matter what you say, if you are uncomfortable saying it, you will have problems in the field when presenting AMSOIL products and the services you provide. Practice adapting your sales presentation to fit your personality and style. Of course, assume the prospect responds to you as you would hope they would as your presentation moves forward.
If possible, video tape your presentation and then play it back.
Friend, Loved One
Practice your presentation in front of a friendly, non-threatening, non-judgmental audience. A significant other, a good friend or another AMSOIL Dealer who shares your deisre to improve would be a good choice for someone to practice your presentation in front of and receive feedback. Once again, this will help you to become comfortable in front of people.
Watch and listen carefully to people who are great presenters. Pay close attention to what they do and how they do it. Notice also what they don’t do. Take detailed notes whenever possible. And if appropriate, ask them for advice.
There are hundreds of books on presentation skills. Browse your favorite book store or Amazon.com. Cash flow a little tight at the moment? Hit your local library. One book that I really like is "The Presentation Secrets of Steve Jobs-How to Be Insanely Great in Front of Any Audience by Carmine Gallo.
Invest in audio or video programs
Audio training programs allow you to learn while you drive, bike or roller blade. They also enable you to hear examples of good presentation techniques. Video programs go a step further and show you examples of effective presentation visuals.
If you’re not familiar with Toastmasters International, it’s a non-profit organization with thousands of clubs around the world. You can develop your presentation skills at your own pace, in a supportive environment. For more details and to find a club near you, visit www.toastmasters.org.
Remember one additional thing; When giving a presentation, get to the point. Today’s business people are far too busy to listen to long-winded presentations or talk about things that don’t help them immediately. Know what key points will help them the most and make them quickly. I remember talking to a sales person who rambled at great length about his product. After viewing his presentation and learning how much it would cost I was prepared to move ahead and purchase his product. Unfortunately, he continued talking and he almost talked himself out of the sale. Make sure you know what key points you want to discuss and practice verbalizing them before you meet with your prospect.
Good luck and Good Selling!