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Effective Presentations

Everything is coming together. You have prospected, contacted and now, finally you get to do your presentation. You have gathered all the information to present your product or service, but how do you do so in a way that is truly effective? Here are a few tips to help you do an effective presentation:

Keep It Simple

Keep the presentation informative, yet simple. You might know all the minute details on how your product or service works, but now is not the time to go into that in extreme detail for a couple reasons.

If your plan is complex, cumbersome and loaded with details, your client’s decision will also be complex, cumbersome and loaded with details. Keep it simple and make it simple for them to make a decision to work with you.

Also, if you begin talking too many details with someone who is not detail oriented, you will talk them into and out of working with you in the same conversation. Watch for eyes glazing over.

Follow the 4 Steps to the Anatomy of a Presentation

Uncover your prospect’s pain

Before you ever go into what you and your products and services can do, you have to find out what is motivating them as prospects, their why. There is some reason why they are talking to you. What is it that they have too much of or not enough of? There is something in their life that is causing them discomfort or dissatisfaction. What is it for the person or people you are presenting to? It is imperative that you find out. Think about all the features and benefits of your product or service. By asking your prospect some High Yielding Questions, you are able to quickly uncover their pain and check those items off mentally on your features and benefits list that are important to them. You want to make sure you highlight the right things in your presentation.
Present the solution

Tell them why your company, your product or service, or you are a solution for their pain. If you have skipped step 1, then you will spend your time going down a laundry list of all the features and benefits without really connecting to their needs and you will appear to have a one-size fits all approach. Remember to keep it simple and don’t go into too many details, yet give them enough information so they can see that you really do have a solution for them.

Determine their interest

This is where you summarize the main points and recap how these things will be of benefit for them. Then ask them how they see your company or product or service benefiting their challenges. This will insure that you did a good job in steps 1 and 2. If you didn’t make a good connection between their pain and what you offer, this is a good time to go back to step 1 and ask more High Yielding Questions.

Call to Action

Don’t let the presentation just fizzle to an end, make sure you ask the prospect if they are ready to get started today. If they are not, then set up a time to follow up. A “no” is often a “not yet” which is fine, just make sure you follow up.

Practice

“Amateurs practice until they get it right, professionals practice until they can’t get it wrong.”

Don’t forget to practice, practice, practice. You will be more confident and relaxed and your prospect will be able to sense that. Learn to LOVE Practice!

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How To Close Your Presentation Confidently

To close your presentation confidently is not as hard as one would think, remember in my last post we talked about dealing with objections, so if you have dealt effectively with these your close should not be that hard, we really do not want a hard sell situation, in fact if we have prepared the way with our own story, the prospect will be ready to close themselves.

A few things we can say to motivate them to make their decision as we finish our presentation: “And that’s it”. This phrase leaves the next bit up to them, if you felt that they needed a bit more prompting you could finish with “and the rest is up to you” this will put the ball into their court and move them towards a decision, another good phrase to finish on would be “Well, what do you think?”, or for a slightly harder finish, we could put all three phrases together as in, “And that’s it, the rest is up to you, what do you think”. By now your prospect has all the information needed, another test close we could try would be,” In your opinion would this (solve your cash flow situation)(allow you to spend more time at home with your family)etc. Sounds to me like you are ready to join.

Another great question to ask is, “If you were to join now, what would be the best benefit to you?” remember even at this stage you may get objections, always try to turn objections into a question, never be defensive, we could say something like, “I am sure you have a reason for saying that, what is it?” If we get objections about the cost of joining, we could turn the situation around by saying “let me ask you a question, Isn’t it possible for you to get more benefit from this business than your initial investment?”

Your prospect may have been in network marketing before and will come up with, “tried this type of business before, it doesn’t work”, our reply can be along the lines of – “It looks to me that in the past you experienced that it didn’t work for you because you didn’t have your why in place, or financially you were in your comfort zone, would that be right?” We need to dig for their need their why, there must be one otherwise they would not be here, address that need for them.

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Guess Watches Make Great Christmas Present Ideas for Couples

There are a lot of ideas when it comes to presents and the market is saturated with experience days and unusual days out that can scare you or see you racing around a car track for day. These ideas are great and probably appreciated, but what about the art of giving a gift that can be opened on Christmas Day or Valentines Day.

If you are buying jewellery make sure you know the persons taste beforehand and its worth checking they are not allergic to certain metals before you buy specific jewellery. If you have a watch and your partner likes that watch consider buying them another watch from the same designer in the alternative style that suits the male or female. A lot of designers have watches that differ slightly with the clock face usually being smaller for the womens watch.

Alternatively there is the option to buy earrings or a necklace to go with an existing jewellery set. Maybe your loved one has the earrings and now just needs the necklace to complete the set. Look for the entire range of jewellery and see if you would be able to buy additional items later on in the year for a birthday or anniversary if you cannot get everything in the range in one go.

There is also the gift experience that can be brought as a joint present which is to be shared by both parties and these can be relaxing spa days or dinners out in a 5 star restaurant. There are plenty of gift experiences to choose from across a range of locations and there will be an experience to suit everyone.

Get The Right Size
Jewellery seems to still be a popular choice though as you can opt for rings, necklaces, watches, cufflinks, bracelets and some of these can come in matching sets. If you are shopping for a ring for Valentines Day make sure you have got your loved ones ring size, or even better if you are visiting a store take an existing ring into be measured so you know you have the right size ring. The same is also applied to bracelets and link chain watches. Links can be amended to reduce the size of the watch strap to stop it falling off a wrist, but if you need to add links to make the strap larger it can be harder and occasionally not possible to do and if you have gone out and got the item engraved as well, this will be impossible to return as the item has been personalised.

Make sure you carry out these checks beforehand and buy a gift that fits but also suits your loved ones personality.

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