Shamus Browns Top 5 Sales Presentation Tips

When its time to give your next sales presentation, here are my favorite tips for delivering powerful, charismatic, and engaging sales presentations.

#1 - PLANT YOUR FEET SQUARELY ON THE FLOOR

How you hold your physical body during your sales pitch communicates a tremendous amount of information about you to your audience. Studies have shown a person will unconsciously interpret approximately 55% of the meaning of your message from physiological cues in your body position, stance, and facial expressions.

Deliver your presentation from a position of confidence. Stand with your feet squarely between your shoulders. Distribute your weight evenly between your legs, and plant your feet firmly on the ground. Keep your arms relaxed at your sides, until your are ready to make a gesture.

Shifting your weight from one leg to another communicates to the audience a lack of confidence. This comes across unconsciously in that if you were to ask someone, a typical response might be "he didn't seem like believed in his company" or "I not sure that I can trust her".

Try both the balanced and the unbalanced speaking postures right now, and see which one makes you feel more confident and ready for your next sales presentation.

#2 - GET PUMPED UP

It is your job to lead the audience. The reason they are there to get something from you. So you must lead them where you want them to go. If you want people to get excited about your product or to feel a sense of trust towards you and your company, you must first create this emotion within yourself.

How do you do this? Simple. Do whatever it takes to get yourself excited. Jump up and down. Clap your hands. Play your favorite music loud. High five your sales partner. You can do this where you won't be seen by the prospect (in your car, in the customer's stairwell, bathroom or outside the building). What do you think a rock star or an actor does to warm-up before going on stage?

The idea is to begin your presentation in an absolutely great state. Do this right and the audience will follow your where you want them to go.

Special tip: Use this technique before making important phone calls so that you are "on" when you make the call.

#3 - WARM-UP THE AUDIENCE

Another thing big rock stars do before coming out on stage is they have warm-up acts. The job of a warm-up act is to get the audience in a mood will be receptive of the main act's energy.

You can accomplish this same effect by simply playing music before you start your presentation. Many laptops have CD players these days, or you can use a boom-box. The type of music you play will depend on your audience, and the emotional state that you want to warm your audience up to. Just think about how this will set you apart from your competition's stale PowerPoint slide show.

#4 - BEGIN WITH AUDIENCE PARTICIPATION

The more rapport you have with an individual or a group, the more receptive they will be to your message. One way to build rapport with your audience is by asking questions of your audience during your first few minutes on stage.

Ask a question or two that most people can easily answer (but don't put anyone on the spot too much). Questions such as "How far did you come to get here?" and "How long have you been working in this field?" easily get conversation going and begin creating a relationship between you and your audience.

#5 - SUSTAIN EYE CONTACT WITH INDIVIDUALS

You probably know you should do this. Now here's why and how.

The more frequently you change the location of your focus, the more new information your brain is taking in. Your eyes are the visual sensory input system for your brain. Change focus fast enough and frequently enough, and you overload your brain to the point where you forget where you are at in the presentation. Aaaaggh!

Maintain your concentration on what you want to say next by fixing your visual focus for short periods of time. Do this by completing a thought or a sentence (whichever you find easier) while sustaining eye contact with one person. Move eye contact to a new person with each new thought or sentence.

© 1999-2004 Shamus Brown, All Rights Reserved.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com / and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skil ls.com/

Audience Respect

One of the biggest mistakes most presenters make is in not considering or respecting their... Read More

How to Teach: Lecture vs. Discussion

WHEN ONLY A LECTURE WILL DO: Under certain circumstances, of course, the lecture is the... Read More

Let Me Tell You a Little Story

Once upon a time there was a businessperson who had the task of convincing an... Read More

Painless Presentations

Did the "Painless" part of the title get your attention?Speaking in front of a group... Read More

Tips to Temper Speaking Anxiety

People take it for granted that leaders have achieved some skill in public speaking. Yet... Read More

Writing The Query Letter

The query letter is simply a business letter that serves a dual purpose. It is... Read More

Public Speaking Training Tips For Better Business Presentations To Culturally Diverse Audiences

Audiences around the world are all different. Cultural, social and religious differences impact on how... Read More

How to Prevent Presentation and Speaking Disasters

I just got back from my whirlwind speaking engagements and it occurred to me that... Read More

Story Telling As A Tool For Trainers

Once upon a time????."Yeah right, don't tell us a story, we are not kids"."If stories... Read More

1,000,001 Reasons To Connect With Your Audience

Eye contact is mandatory when giving a public presentation.The goal of public speaking is to... Read More

Top 6 Reasons Why You Need a Remote for PowerPoint Presentations

A top complaint from audience members is that many presenters put too much emphasis on... Read More

27 Tips For An Effective Presentation

So you're not a professional speaker. That's no excuse for NOT giving a professional presentation.You... Read More

Quick and Easy Rehearsal Tips

Never rehearse at the last minute. This creates undue tension and nervousness and does not... Read More

Preparation for Your Presentations

(Excerpted From the Jim Rohn Millennium Weekend Event)Persistence in your presentations, this is one secret... Read More

Building a Trade Show Display

If you are taking your newest products to a trade show then you will need... Read More

Qualities of Good Communication

Webster's Dictionary defines communication as "a giving or exchanging of information, signals, or messages by... Read More

Cross Cultural Presentations

The international flavour of many people's jobs naturally means that there is greater interaction between... Read More

Ancient PowerPoint Secrets: Ask Your Grandma!

Yes, there are ancient PowerPoint secrets...secrets your grandmother knows and is probably willing to pass... Read More

Incorporate Humor in Your Next Speech

Some speakers say, "I could never use humor in my speech; I just don't feel... Read More

Dump Your Speeches For Leadership Talks

The CEO of a worldwide business asked me to help him develop a talk he... Read More

Six Marketing Tips for Trade Show Success

A trade show is an ideal way of showcasing your products and services to a... Read More

Tips for Thinking on Your Feet

If you really aware and alert, your audience's behavior - faces, bodies, and their hands,... Read More

The Missing Link in Presentation Skills Training

Imagine you are the most amazing figure skater who ever lived. When rehearsing in a... Read More

Data Visualization Flash Charts: Information in a Flash

Flash chart, flash map, flash graph may be mistaken for flashy visual aids. It is... Read More

Choosing the Right Work Shirts for Your Small Business

Company attire says a lot about your business philosophy to your customer. Company shirts project... Read More

How to Chair a Meeting

You don't have to be on a stage to be a public speaker. Your platform... Read More

10 Tips For Bringing Your Event To Life

Your job as an event planner doesn't stop with the meeting in the company boardroom.... Read More

Media Training 101: Where To Look During A Television Interview

Ever had that uncomfortable feeling of not knowing where to look when making a point,... Read More

8 Ways to Improve Your Presentation Skills

8 Ways to Improve Your Presentation Skills 1. Join Toastmasters. Toastmasters is a organization where... Read More

Special Delivery! Tips for Improving Your Humor

Delivering humorous speeches involves a lot more than simply having good material. Take some time... Read More

I Love the Smell of PowerPoint in the Morning: The 5 Sensory Approach to Business Presentations

You're in a conference room. You're giving a PowerPoint presentation to several of your colleagues...and... Read More

Eight Success Tips for Your First Trade Show Booth

Exhibiting in a trade show can involve a major investment of money and time. But... Read More

Presentation Paranoia

"The human brain starts working the moment you are born and never stops until you... Read More

Develop The Winners Edge Through Conversational Hypnosis

Communication is vital for survival in an age of information that is undergoing a "shock-wave"... Read More

Handling Questions with Authority

At some point in your presentation you will be expected to answer questions from your... Read More

Grand Opening: The Key To Great Presentations

Whether you are speaking in front of a civic group or making a sales presentation,... Read More

Clear Communication: The Benefits and How to Achieve Them

Communication is a complex and often difficult process for both the receiver and sender. Barriers... Read More

Planning a Group Meeting

CHARACTERISTICS OF AN EFFECTIVE FACILITATOR: As chairperson, focus on the meeting's goals and objectives throughout... Read More

Business Presentations - Use Power Pitching - Get the Personal Edge

Whenever and whatever you're pitching, dozens of factors will figure in the final decision of... Read More

Just Say No to PowerPoint: Enough is Enough!

Have you ever been slideswiped? You walk into a meeting and once everyone has arrived,... Read More

Watch Out For Power Thieves

"I'm not an expert on this topic, but . . .""This isn't exactly an exciting... Read More

Kvetching Behavior and How it Hinders Success

Kvetching is the Yiddish word for complaining, hand to the forehead, why is this happening... Read More

Polishing Your Sales Presentation

Summer is here! It's time to bring out your summer attire, take a vacation and... Read More

Wow! Is That ME? - Creating a Powerful One-Page Bio

First of all, what is a bio sheet and why do you need one? A... Read More

7 Myths That Make Meetings Miserable

Myth 1: Executives belong in meetings.Although the demands of business cause executives to attend more... Read More

Creating a Powerful Sales Presentation

The quality of your sales presentation will often determine whether a prospect buys from you... Read More

Practice Makes Perfect ? 7 Tips for Making the Most of Your Presentation Practice

Believe it or not, preparation is a better determinant of presentation success than knowledge, experience,... Read More

The Seven Deadly Sins of Presentations

Every day, so many tens of thousands of innocent clients and employees are bored to... Read More

Your Unique Point of View

I had a chance to go to one of those big positive thinking rallies recently.... Read More

Present Your Message with Power and Pizzazz

If you're ready to kick your career or business up to the next level, then... Read More