how to give powerful sales presentations working copy

Small Group Coaching “How to Give Powerful Sales

Presentations” Team Building and Leadership

© Copyright 2010 The WorksTeam

Dee Briggs

“Little Voice” Mastery

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Copyright 2010 The WorksTeam

“Powerful Sales Presentations”Introduction:

Welcome to this presentation!!The most powerful strategy for influencing people is the ability to go in front of people and present. The fear of public

humiliation is greater than the fear of death. It is the highest form of leverage.

You will learn the skills to be able to master the ability to be able to speak in front of people of 5 or 5,000 people. The techniques, skills and formulas and strategies will work in anyone of those groups.

Sooner or later in sales you end up talking to someone. Think of the ability to speak in front of 100 people and then

take that to a group of two or three people.

It is something most people try to avoid. There is no better way to get your business started than to do it in front of a large group of people.

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“Powerful Sales Presentations”Four Types of Sales Presentations:

• Two Division in Sales -relationship selling and impulse selling.

• There are 3 types of selling, actually 4 which I will refer to as well. 1. Promotional/Lead Generation (large groups of people)-or one or two people (called the elevator pitch)2. Discovery Presentations (format)3. Formal Sales Presentations (try to avoid these as much as possible) format4. Combined Teaching and Selling Presentations (the most important to learn)

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• © Copyright 2010 The WorksTeam

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“Powerful Sales Presentations”• When Blair Singer met Robert Kiyosaki they both couldn’t sell themselves out of a paper bag.

So they decided to learn how to sell and present. This is the product of 20 years of training, practicing and learning this skill. •They learned to not pitch a sale but to create a conversation. Like sitting across from someone in your own living room. Not talking down, or at them, but just talking with them.


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“Powerful Sales Presentations” Before I go into the " how tos" let me give you the “not tos”. The biggest mistakes people make: •When people go to the front of the room to present the first mistake they make is that they think their data is the most important piece. That is probably the biggest mistake of all.•Remember in selling we say the highest energy wins. You can gauge the energy and the mood of the room instantaneously. Your goal in the front of the room is not so much to deliver data…..as it is about getting your audience excited.•Learning how to teach and present is important because teaching is about creating behavioral change which is one of the toughest sells of all. What are the techniques that make people have a behavioral change?


“Powerful Sales Presentations” - People don't make their decisions based on the data. They make it on some kind of emotion and impact and motivated to do so. If you just start giving data that bores people to death. Facts are a part of it but, it's not about the data; it's more about your impact.

-The second biggest mistake people make is trying to be interesting instead of interested. In doing this you not only involve the group but show that you are more interested in them than in having them "like" you.

-The third biggest mistake: Speakers who attempt to divide the world between things that are "right" and things that are "wrong”. (particularly in the teaching and interactive environment segment with a large group of people) You immediately create enemies.



“Powerful Sales Presentations”•The fourth biggest mistake is telling…..rather than selling. The foundation of sales is giving people not just the benefits-WIIFM- What's in it for me? ...but details on how, in fact, will the product or service you represent impact what they have to do. Give them a story. Give them an example. The classic mistake that people make in sales is they list the features--but they don't list the benefits. Or, if they do, the benefits they list aren't relevant. Telling is not selling.

•Know who it is that you are talking to so that when you deal with their problems and their solutions, your questions and recommendations should be targeted specifically to whatever it is they are trying to accomplish. Know their goals and you'll hit a home run when it comes to conveying a message that won't fall on deaf ears.


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“Powerful Sales Presentations”

•Talking without asking (This will be covered in more detail when we get into the" How Tos".)

•Asking questions does several things: it shows you are interested but it also brings the energy back into the room.

•Fight Boredom by Engaging your Audience

•When you feel the room is becoming bored, the simplest strategy is to stop and ask a question. Involve the audience by asking: "How are you doing?" How are you feeling?" Ask what's going on with them" in terms of connecting with your messages. That will normally bring the energy right back.


“Powerful Sales Presentations”• Here‘s another mistake: Avoiding controversial issues, especially in the Q&A session.• Corporate managers do this a lot. They take it offline. Handling hot questions is the most

powerful technique for presenters because it elevates the entire room.• You will begin to look forward to those tough questions because, by being able to handle them,

you gain more respect from your audience.• Another common mistake: Lack of acknowledgement. Are you thanking people for their

presence and participation in the process?• The reason people have such fear of presenting and have stage fright is because they are

concerned about themselves instead of the people they are speaking to. Focus on the fact that you are there to serve your audience.

• Yet another mistake in presenting: Not properly engaging the room. Failure to adequately engage the audience or set the context as people arrive.


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“Powerful Sales Presentations”• Standing in front of a group is probably the fastest way to deliver a message to a large number of people.• The benefits of speaking in the front of a large group include:

1. Everybody in the room subconsciously holds you as an authority-different from cold calling or being introduced to a stranger.

2. There is automatic respect from most of the people because everyone's #1 fear is the embarrassment of standing in front of the room. You are viewed as a courageous individual, therefore, your audience respects you.

3. It is the highest form of sales leverage because you're able to address a large group of people in one place.


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“Powerful Sales Presentations” • It is estimated that 8-10% of the people in the room will seek you out after the presentation for more information.

This is a great qualifier in learning who is interested in your product or service.• Of that 10% who listen, you are not viewed as a pest because they've come for more information a second time,

therefore, they’re a great prospect. • Learning to speak in front of an audience is the fastest and most powerful personal development program in which

you can engage. You overcome your fears by being forced to step up to the group; you earn the right to enjoy the respect of your audience.

• At some point, you will evaluate who you are vs. who you want to be. The great leaders of the world were great speakers. By listening to them, you can observe great models. Who do you think you could be or who is inside you? There is no better way to actualize who you are.


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“Powerful Sales Presentations”What do you do? Before you give the presentation. •Your knees get weak, your hands get sweaty and you can't think straight. (Blair Singer says, " I have been presenting for 20 years and even before I go before a group of 20 I am still nervous to this day.” Understand that nervousness is never going to go away.

•Technique: I have a little routine where I anchor in my mind the time I was 100% successful. Not necessarily a presentation….anything where you felt on top of the world!( Give an example) I can remember how it felt and the exhilaration. Go over and over it in your mind. Take your right hand and make a fist -the first thing that came into your mind-yes that one! What did you see and how did you feel? Begin to feel it, that power and success. Yell…. Yes, and pull it down and anchor it! You are anchoring success into your body and mind, emotions and will. Continue anchoring a couple of times a day.



Here's why…

This is the most terrifying time right before you go to the front of the room.

As they are introducing you, look up and make a fist and recall that time,anchor it and then say to yourself “its show time”. Walk to the front of the room. Don't run, just walk to the front of the room. That is how you know a rookie; if they run up.

•The time that you are the most nervous is just before you speak. • The audience is the most skeptical just before you speak.• That is a very difficult set of circumstances to overcome. Absolutely script the first 1-2 mins. Should be exactly the same every single time. Listen to the first couple of minutes of a lot of the motivational speakers; it is exactly the same every time.


“Powerful Sales Presentations”• Emotions are high and the intelligence is low. You are not thinking

clearly. You need to be on auto pilot. Turn and face the group and just stand there. Scan the room from corner to corner. The whole idea is to engage them and they engage you. There is a couple of things to note. The skeptics tend to sit in the back of the room for some reason on the left side. They sit there and their chairs are pushed back and they are closest to the door. You look right at those guys and your brain says to their brain, “ I know that you know that I know that you know that I know. “ You have engaged them.

• To make a powerful presentation it is important to talk to the subconscious mind. Specifically, you are talking to the subconscious brain. You’ve got to talk to the “little voice” because most speakers don’t do that. The minute you talk to the “little voice”, audiences are engaged.


“Powerful Sales Presentations” • The first thing that comes out of your mouth is a question:• Not a joke and not a story. (There is a place for those; but not here!)• They can make a snap judgment. So it is critical what you say first. • Why a question? • The person that asks a question is always in control. They are not expecting this.

It doesn't shock them but it registers somewhere in their subconscious. • Example:"How many people in this room want to make more money?" • And then I raise my hand in the air. All the way up. Why? I am now engaging

them. That forces them to think. • "How many people would like to massively increase their sales in the next 6

weeks“? Again, I say thank you.


“Powerful Sales Presentations”• Anytime I get participation I always acknowledge people. The

goal is simply to acknowledge people in the process. You raised your hand as a 4 or 5 year old and you got laughed at and you got labeled. (e.g. of an elementary principle) It plants a seed in their subconscious that you acknowledge them and appreciate them.

• Here is another part of it. You need to ask two questions. You are, after all, enrolling 100% of the room.

• How many are not interested in making money but are here for other reasons?

• You are taking on a leadership role. My goal and outcome is I want people to feel more enriched when they leave.


“Powerful Sales Presentations”• The next step after the 2 questions.• You give a full acknowledgement. For example:”Thank you for making the time to be here. I know that you all have extremely

busy schedules and that the last thing you need is to have your time wasted. You have my commitment that I will do everything in my power to make sure that this time is well worth your efforts.”

• “How many had to sacrifice their time when they could be doing something else?” (This

should be from the heart.)• How many people could be some place else than here right now?• How many people are still thinking about it? • The next step is ETR-WIIFM? • How many people would like to make a powerful presentation in front of large groups?• How many people would like to just be able to talk to a couple of people?• Thank you for your time and money.• How to motivate any group of people. Give a little bit of your credibility and what the benefits

are to them and why they should be there.• © Copyright 2010 The WorksTeam

P“Powerful Sales Presentations”

Based on what you have said……..• Write it and practice it. The same pattern you will repeat over and over and

over again.• How many people have felt the room go dead on you?• How many people would like to know how to prevent this?• It should only take a couple of minutes.• The message says I am interested in their opinion and what they say. Talking

to their little voice I understand where they are coming from. • ETR-Earn the Right• Give a snapshot of your background, why you are a credible source to be

speaking on this subject, and how they can benefit from what you will present. After you earn the right, tell them specifically what the benefits of this presentation will be for them. WIIFM?

• Once you do that, the audience will be enrolled.© Copyright 2010 The WorksTeam

“Powerful Sales Presentations”• Let's review this formula: • SCAN your audience and get a "reading"• ASK the two enrolling questions that get them on board• ACKNOWLEDGE your audience and thank them for their time and money• ETR-Earn the Right….to their time and attention• CONVEY the benefits….theWIIFM? • This is a pattern you will repeat over and over again throughout a

presentation every time you introduce a new concept. This entire process should take only about 90 seconds-- write it, practice it, and script it. Then it will be easy to launch into your content.


“Powerful Sales Presentation” • Remember, the cards are stacked against you when you go

to the front of the room. This format is designed to gain favor with your audience, get them on your side, and get them engaged from the very beginning…..

• SCAN…• ASK….• ACKNOWLEDGE• EARN THE RIGHT• "WIIFM?"



• From this point you begin to get into the body of your material. If you're teaching something, there's a different outline; if you're selling something, there's a similar, but slightly different outline; and if you're promoting, there is yet another different outline.

• For example, in sales, you have a promotional presentation in which you

are trying to solicit interest in your product or service. • There is a discovery presentation in which questions are designed to find

out where they're coming from. There's also the pitch or the formal presentation in which you are presenting the solutions to their problems and building a case for why they should take immediate action. All employ the traditional close.


“Powerful Sales Presentations”• In the teaching environment, you are trying to teach them a thing or two.• I combine the two and use a style of selling where I am teaching and selling all at the same

time. If you can show people what they lack-what they don't know-and show them why they need to know it, then the solution (your product, service or whatever it is) becomes much more compelling for them to take action.

• Using a combination teaching/selling technique, script a scenario that compels your audience

to take action on a certain product or service. • Describing features and benefits is the traditional way most speakers present. A more

powerful way is to point out their "blind spots"-the pieces that are missing for them and what they don't know. Then you can say, “If you're interested in the specifics of how to solve these issues, here are some ways in which you can take action. “ (Buy the product, make an appointment, etc.)


“Powerful Sales Presentations”• Vehicles for creating this awareness could be: An exercise, a story, or a hands-on activity. • To give your audience an experience of what the problems are, you can use an exercise

to illustrate what you're talking about. They may know it intellectually but not emotionally. An exercise that I've used successfully is engaging them in a three-word association.

• e.g.-computer purchase • Another way to drive this point home is to tell a story. Use one that illustrates the

problem clearly. Go through the story in as much detail as you can to make it relevant. In this case, use a story that describes horrendous expense, technology challenges, problems, and frustrations that accompany a computer purchase. (Find a real story)

• Network marketing - I need to understand the problem. Give them the problem by going

through the story. Story: I am not making the money I thought I would and I’m working my tail off. I have 200 people in my downline. I always close every sale with them. There is the problem. He has failed to teach them how to close a sale so he hasn't duplicated himself. Therefore, the problem of time and money. © Copyright 2010 The WorksTeam

“Powerful Sales Presentations”• Next: Give options for solutions.• You want to tell people what to do….but not necessarily how to do it.

If you do, your prospects may not need to buy what you're selling. Your product or service is the "how-to-fix-it" part of the solution.

• Another solution: Give great testimonials. Testimonials should be

examples that prove the value of your solution. They should be backed up statistics, facts and figures-and real testimonial endorsements from happy customers……

• Call to action: A way to use you (and your products or services) to solve their problems.

• Thank and acknowledge them.© Copyright 2010 The WorksTeam

“Powerful Sales Presentations”• In Closing……

• Always end on an emotional note because that's what people remember. In the context of a presentation, people remember the beginning, the emotional points, and the end. They don't remember the data unless it's startling data.

• My 3 yr old grandson is a relentless sales dog. He doesn't give up. If he

wants to do something I tell him, “If you give me three reasons why we need to do this, or good reasons or benefits for me, we will do it.”

• This is the mission I am on, so that our children can have the life they want.

They were taught not to stand up in front of a room and not to make a mistake and the humiliation of the school system is to keep the kids in their seats and quiet. Personally, I am not very pleased with our educational system.


““Powerful Sales Presentations”

• (Leaving your audience on an emotional high: craft a plan for presenting a story or illustration that ensures this.)

• "Children” should have the ability to ask for what they want, to have what they want, and to get what they want out of life because that's their birthright and their destiny. It's essential if they are to have the life they want.

• I end with this message because that's truly how I feel. The formula is to start strong, make a few single points, and end with emotion that will leave impact on your audience. One way or another, you have to leave them with a message that will have impact.


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“Powerful Sales Presentations”Quote:“Courage is the first of human qualities because it is

the quality which guarantees all others.”

~Winston Churchill

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