Enhance Your Sales Presentations
Information alone does not persuade people; good presentation
skills do. Maintaining your audience’s focus is essential
to your success. Instead of watching your audience fall asleep,
learn how to keep them alert and ask for more by brushing up on
the basics.
Preparation is Key
Avoid using a generic presentation. Rather, modify your presentation
to include specific points that are unique to a particular family's
needs. Make sure you know the material thoroughly so you can answer
questions and maintain a conversational tone. Always prepare to
create a connection between your preneed service and the family.
Preparation is a better determinant of presentation success than
knowledge, experience, or even talent. The best presenters are those
who are the most prepared.
Practice Makes Perfect
The voice is probably the most valuable tool you have as a presenter.
It carries most of the content that your audience takes away. Using
your voice for emphasis adds interest to what you are saying and keeps
family’s attention.
Also, the power of a pause should not be underestimated. Families
will take notice when there is a pause in your speaking…because
how you say something is as important as what you say.
Speech is unique to each individual, but everyone should speak
clearly to remain effective. Try practicing in front of a mirror
or with a co-worker, friend or family member.
You can also practice listening to your voice while at home, driving,
walking, etc. When you are at work begin monitoring your voice to
evaluate if you are using it effectively. To literally listen to
your voice, cup your right hand around your ear and gently pull
the ear forward. Next, cup your left hand around your mouth and
direct the sound strait into your ear. This method helps you to
really hear your voice as others hear it.
Express Yourself Without Words
People not only listen to you, they also watch you. Your body communicates
different impressions to the audience.
Nonverbal communication can have a positive or negative effect
on your prospects. For example, improper posture, crossing your
arms, lack of eye contact and clock watching are forms of nonverbal
communication that attract negative attention and messages.
On the other hand, smiling and nodding your head during a conversation
are positive nonverbal communication cues. Remember to pay close
attention to your facial expressions, gestures, stance and posture
while you are interacting with your audience.
Stage Fright Management 101
Identifying your fear and committing to conquer it is critical.
Try taking the focus off yourself by focusing on the family. Your
families want to hear what you have to say and want you to succeed.
Also remember to engage in positive thinking. By simply repeating,
“I can do this,” you can overcome negative thoughts.
Visualize a successful presentation and expect a good performance.
Try not to stress prior to a presentation. By remaining calm and
collected you will implement your presentation with ease.
Prospects deserve a great performance. By practicing, using effective
nonverbal communication and managing stage fright you will help
to maintain your audience’s focus.
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