How To Become A Better Presenter Series: The Presenter in Me Vol 4 | Julio Lara | Skillshare

How To Become A Better Presenter Series: The Presenter in Me Vol 4

Julio Lara, Simple Steps to a Solid Foundation

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13 Lessons (29m)
    • 1. Presenter In Me IV - Persuasive Sales Presentation Intro

      1:08
    • 2. Presenter In Me IV - Persuasive Sales Presentation Why

      1:01
    • 3. Presenter In Me IV - Persuasive Sales Presentation Audience

      2:15
    • 4. Presenter In Me IV - Persuasive Sales Presentation Decisions

      3:31
    • 5. Presenter In Me IV - Persuasive Sales Presentation Objections

      4:22
    • 6. Presenter In Me IV - Persuasive Sales Presentation Objections

      2:35
    • 7. Presenter In Me IV - Persuasive Sales Presentation Next Steps

      1:27
    • 8. Presenter In Me IV - Persuasive Sales Presentation Listen

      1:49
    • 9. Presenter In Me IV - Persuasive Sales Presentation Pauses

      2:08
    • 10. Presenter In Me IV - Persuasive Sales Presentation Call 2 Action

      2:32
    • 11. Presenter In Me IV - Persuasive Sales Presentation Elements

      2:40
    • 12. Presenter In Me IV - Persuasive Sales Presentation Summary

      3:07
    • 13. Presenter In Me IV - Persuasive Sales Presentation Project

      0:25

About This Class

Public speaking and making presentations are essential skills in today's society.  Whether you are presenting to a group of colleges or you are making a public speaking event, presenting skills are becoming more and more important.

You have probably been to a few presentations when you come out saying wow, that was a waste... great information but tough delivery, and I bet that you have been to some that you come out energetic, invigorated and even encouraged to take action.  Sometimes the difference between the two experiences can be very minimal.

So how about you, have you had to present or do a public speaking address and felt that you bombed it or that you could have done better?

Well honestly we all do... there is always room for improvement..

In this short but concise course I would like to discuss how to become a better presenter and public speaker.

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This is Volume FOUR of the series following the introduction: How To Become A Better Presenter: Top 5 Skills of a Great Presenter.

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If you haven't taken that course ( How To Become A Better Presenter: Top 5 Skills of a Great Presenter) feel free to enroll here it is a free course: http://skl.sh/2fbcD83

But on this Volume of the series we start looking at more specific skills to improve on.

This particular class will focus on creating a Persuasive Sales Presentation

We will discuss:

  1. Preparation
  2. Knowing your Audience
  3. Presentation
  4. Using Testimonies
  5. Listening
  6. Accepting Pauses
  7. Call to Action
  8. Asking for the Sale
  9. The 5 Must have in any Persuasive Presentation

This class is really for anyone that wants to improve in their presentation and delivery skills.  Even if you are a seasoned speaker you can get a few tips or pointers from the class.

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If you are involved with any kinds of Sales, this class could be ideal for you!

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Therefore do not wait, start your path towards becoming a better presenter.... enroll now!

Remember we get back what we put into things....

“Let thy speech be better than silence, or be silent.”

Dionysius Of Halicarnassus  

Transcripts

1. Presenter In Me IV - Persuasive Sales Presentation Intro: Hello and welcome to the presenter in miniseries How to Develop Yours. Presentation skills to captivate your audience. This is part for off the Siri's and in this class will basically focus on how to create a persuasive sales presentations. So in this class we will focus on a sales presentation. Now you might be thinking, Why should I take this class or What is this classle about? Well, the class is part of the percenter. Me, Siri's. The Siri's is geared towards helping us become better presenter and better at public speaking. This particular class will focus on how to create a persuasive sales presentation, and we will cover topics such as knowing your audience, the elements of the good sales presentation, overcoming objections as well as what kind of objections are you gonna be seen and how to deliver your sales presentation, how to get a call to action and a lot more. So don't hesitate. Jump in and let's get started 2. Presenter In Me IV - Persuasive Sales Presentation Why: So where the importance off a sales presentation? Well, a good sales presentation can help you earn more money directly with a good presentation and the skills to pull it off. You can get your message to many people and effectively communicate your product or service unique value to them. The best practices here are not only for giving a presentation, but also for the meeting where you will be presenting a product or service toe a prospect. So the basics of the communication or communicating your idea is the same for a meeting as four sales presentation. So if you could see how important it is for you to actually have a good way of delivering a good sales presentation, because that is the way that you are going to be effectively communicating the value of your product or service or yourself toe a prospect or possible 3. Presenter In Me IV - Persuasive Sales Presentation Audience: As with any presentation, the first step in the presentation itself is knowing your audience. Knowing your audience is always the first step toe. A good presentation. In the case of the sales presentation, it's important to deliver key messages that will speak to the needs off their potential buyer. Your message needs to be customized toe appeal to them, and in order to do that, you need to know them well. It's also good to spend some time with your prospects and get to know them before your sales presentation. Ask your prospect questions ahead of time so you can tailor your message directly. Two of them a key and a sales presentation is custom station. You want to tailor your presentation to the uniqueness of your prospect now, another thing that you want to do in reference to knowing your audience, especially for sales presentation. It's also to know your competition. No, your competitors well researched the companies that whatever they're offering that is similar to yours, no your industry well, and gain an understanding of your position in the market in relation to your competitors. Now it's pretty easy nowadays with technology and the Internet for you to find information . You can learn a lot about a company through their own material, such as annual reports, brochures, catalogues, social media channels, newsletters even from your prospects. You could learn a lot about the competition, so get to know them well whenever possible. So two key things in knowing your audience are known Your audience before you start your presentation is one. Knowing the audience itself in reference to your prospect and to was no in your competition , you need to be able to differentiate yourself. Why should the prospect do business with you? That is a key question that you need to be able to answer in your sales presentation. Why should the prospect do business with you and not with your competitors? 4. Presenter In Me IV - Persuasive Sales Presentation Decisions: So now that you know your audience and you know your competition before you go ahead and deliver your presentation, it is very important for you to know who is going to be at your sales presentation. Know your audience preparing your presentation. Delivering a fantastic presentation will do you no good if you deliver it to the wrong person. All of the research in the world isn't going to help you if you don't have the right people at your sales presentation, the right attendee for your sales presentation or you're meeting it's a decision maker and a prospect. In other words, this is the key person in the company who has the power to make the decision to buy. After all, it is a sales presentation. You're not delivering your sales pitch to a subordinate who has to then go and report it to the decision maker. There's nothing worse than planning executing a great sales presentation on Lee to discover that the person or the people in your audience are in no position to buy. It could be a waste of time, and you might say, Well, it is good practice. Yes, it could be a great practice for reference to sales presentation, but at this point you are making a sales presentation, so your goal is to get sales, and you're not going to get sales if you don't have the right people in your audience. So it is key for you to know that the decision makers are going to be available at that sales presentation again. Know your audience, know your competition and make sure that your decision makers are at that sales presentation because your sales pitch should provide specific solutions to a problem. But if you don't have the right person sitting were at the presentation, it could be the best solution in the world, but they're not gonna be able to implement. So now yourselves pitched always, always, always should provide a specific solution toe a problem for your prospect for the business that you're presenting it to. So you need to know what is that problem there you're going to solve with your knowledge off the competition and their offerings show the prospect how your product or service uniquely solved thes problems make the problems and solution as specific as possible. So when you're making your sales presentation, the goal of the presentation is for you to actually show the youth could solve the problem off your prospects. You have the best solution for that business. You are the only one that could solve the problem in a particular way. So again, in reference to your sales presentation, make sure you have audience that you understand your audience. You know well, audiences make sure that you know your competition well, So that way you could establish why you are different. Make sure that your decision makers are in your presentation and then make sure that you do a good job at showing them how you could solve their problem. 5. Presenter In Me IV - Persuasive Sales Presentation Objections: The next step in your preparation for the presentation is to get ready for objections. There's nothing worse than doing an amazing presentation, only to be thrown off guard by questions that you fumble with or you can't even respond to . As part of preparing for your sales presentation, you need to make a list of questions or concerns that you may hear from your customer. If you have actual questions or concerns from the customers, that's even better. Now let's go over four main types of objections or the four more common objections that you might receive in a sales presentation so you could get prepared for them. Now. The 1st 1 is budget. A prospect might say we don't have the budget for training or for whatever product or service you are providing, so your answer might be something like the coaching is easily pay for itself. For the product or service easily pays for itself with increased sales performance, you then break it down in reference to the numbers. So any time that you get a budget objection, you need to make sure that you support your product or service in reference to what is the outcome Or how is it going to help in a positive way, the customer, the prospect of the business And you want to show him in reference to math. If it is very quantity, you want to show him the money, How are they going to be able to first of all, afford the program that you are offering the product that you're offering to service that you're offering and ideally, the product service I will pay for itself. But you have to show how so. This second objection that you normally will give will be authority. Your prospect may object that they do not have the proper buying authority. Now, the way around this is to make sure that you have chosen the right attendees as mentioned in our previous slides. If not, you've wasted an opportunity and a great deal of time. But maybe you can use the opportunity to get that person to put you in contact with the truth decision maker. Third objection. Now you probably get would be need. A customer will probably say that they do not see or do not feel they have a need for your product or your service. So at this point, you need to reinforce the actual need of your product or service by actually providing data and asking questions. Drive home the specific and unique benefits of your product or your service has for that prospect and your final objection category. It's usually time customers will say they don't have time to either implement a what you're selling a product or service, but I don't have the time to actually put into the process. They don't have time, So in this case, you need to explain to them why now is the right time. Generally speaking, an increase in sales performance is always welcome. So if you could attach your product or your service toe, an increase in revenue, an increase in sales, an increase in productivity, an increase in something something corner table, something positive the business will be easier for them to actually implemented will be easier for them to actually see what you're referring to. So make sure you prepare your responses to these objections and rehearsed them just like the rest of your sales presentation. If you waver a little bit when you are answering the objections, you might plan to see it off doubt and your customer, you're prospect they might see it as you're not sure about your answers in a sure about your product, you know? Sure, by your service. So when you're doing your sales presentation preparation, make sure that you're ready for objections and four off the most common objections our budget authority needs and time, so make sure that you at least have those covers. 6. Presenter In Me IV - Persuasive Sales Presentation Objections: So how do you handle objections? If a prospect tells you that they're not interested, please don't try to argue with them. Don't be pushy. Instead, tell them that you understand how they feel. Let your presentation your product. You service. If it's truly valuable, let it sell itself. Your job should be to educate your prospect. You're client the business as to why your company, your product or service is the right fit for them. When a prospect raises an objection, never interrupt them. Listen well to what they have to say. Ask more details and get as much information as possible. What they're telling you will inform you on how to proceed from there. You will give you a lot of important information. Now make sure that you asked for clarity and offer choices. If you're not sure about why the arm concerned, what is their obstacle? What is there? Objection. As for clarity as for clarification and see if you could actually help him out, try to get to the centre off the truth. Get the detail information you need to make a good offering. For example, if the prospect says they'll think about it and get back to you, you can easily asked for clarity. When you say you'll think about it, what specifically do you need to think about? Is it the cost, The timing, your needs and the answer from your prospect would actually help you, even if not with this presentation. Even if you don't get a sale there, it will help you to prepare and create your next sales presentation. So you would know what kind of objections were kind of obstacles you might face. So look at it from that perspective. A swell now. Every sale should be a win win. It went for you, and it went for your prospect. When talking to prospect, you might want to compromise in order to reach the best solution for both parties. There's nothing worse than one of the two parties feeling as if they're taking advantage off, especially if it's your client or your prospect, because you really lose the sale for future prospects and customers need to feel that they receive value 7. Presenter In Me IV - Persuasive Sales Presentation Next Steps: All right. So you know your audience. You know your competition. You have to. Decision Maker is confirmed for the presentation. You have a solution for their problems. You're ready for any objection. So now what? What is next? So now you're ready to prepare your presentation? What to do? What to look for, what to expect in the presentation. What are your next steps? At this stage of your sale, you can use stories again. However, this time you're not using stories to engage your audience as you would in another presentation. But the stories are you going to be using ordinary stories to convince them off your credibility on the efficacy of your offering leverage to power of case studies and offer contact information for past clients as references. Talk about people who have used your products or services and offer data and other specific results. So this point in your presentation or your preparation of your presentation, you need to come off with testimonies. You need to come up with the stories off those that have used your products or services and could recommend them because off the end result, because the value that you actually created for them 8. Presenter In Me IV - Persuasive Sales Presentation Listen: So now you're actually aren't going through with your presentation and one of the things that you need to do. One of the key things that you need to keep in mind is that you need to listen in many sales presentations. You will focus all of your time what you have to say. It will be focusing on your sales pitch. However, the best sales presentations are usually a back and forth presentation where you do some talking, but also some listening as a good rule of thumb. You should be listening 70% of the time and speaking 30% of the time listening. It's important because you need to know exactly where the prospect is coming from. You also need to gather information from them so that you know what they need and what you need to clarify. You can modify your message based on whatever the prospect is telling you Now. You also need to confirm your understanding off the prospect situation. In addition to ensuring that your understanding is accurate. This also shows the prospect that you're actually taken the time to listen to them and to meet their needs, not just yours, that you don't have a personal agenda, but that you really have their need in mind. Look for opportunities to ask for more information. Remember, good listening allows you to stay focused on the prospects problems so that you can provide the right solution. After all, it should always be about providing the right solution. 9. Presenter In Me IV - Persuasive Sales Presentation Pauses: So if you got this far in reference to the presentation, you will be hearing some pauses. They'll be pauses during your negotiations, so you have to be able to learn to be comfortable with the pauses. A pause means that the prospect is thinking over your proposed. If not, they would immediately say something to show you that they're not in agreement with a proposal. A pause can be your chance to jump in and provide the prospect with a little more useful information. Look at pauses as something positive pauses could mean it. Turn for your prospect to digest the information you have given now. Another thing that you would find in reference to this point off the presentation is that most people usually have a long list of problems. They're looking for a solution for, but within that list, this usually just one off. Those problems you could see would hit the right nerve. This is the main problem that causes them the most trouble, and it's at the forefront off their mind. If you are able to find that primary issue, if you are able to find that problem and address it and provide the right solution for it. You almost guarantee a sale. The main problem is often an emotional problem rather than a practical problem, so it can take a great deal of time asking and listening to discover or uncover that problem. But it is really worth putting the effort put in the investigation, putting the research in finding it because again, if you find that nerve, if you find that problem that is causing the most problems, you are almost and you could solve it. Obviously, you are almost guaranteed a sale. 10. Presenter In Me IV - Persuasive Sales Presentation Call 2 Action: all right, so at this point in the presentation at the end of your presentation, you want to continue to drive the conversation with clear next steps. Never wait for the client to make the call to action. The next step is usually what we consider the Coulter action. If you let the prospect drive the call to action, it's more likely to fall flat with something like, We'll get in touch with you if we decide to move forward. This is not a very promising prospect. Honestly, in the world, off sales, it's really a death sentence. Your sale just died, so you need to plan to have a clear call of action for your next step, and you need to take control of it. Now. Don't forget to actually asked to close the sale in many sales presentation, this sales person forgets to come out and ask for it instead of going straight toe a call to action. Although the call to action it's important, it's like we saw in a sales presentation you need to explicitly as to close the sale. Some people struggle with this because it feels kind of unnatural, so you have to come up with a way for it to feel natural to you. And that's why you have the practices. So, for example, if they say it was going well and you feel that the prospect is ready to buy, you can say something like So how about if we set this up right now? In other words, you were asking for that Sailed? You're asking for it As we're actually presenting, just make sure that you let it flow, but make sure that you ask for that sale. Another quick tip in reference to when you're doing your presentation is to take notes, take notes during the presentation and meetings when you're not the one talking. If you're using power point, have a pen and a paper handy so you could write down some notes writing down any information that may be important now or in the future. This will help you keep track of important information and also shows the prospect that you care about what they're saying, and it will help you remember. If you have to do any final apps in the future, keep in mind that you will be doing hopefully many sales presentations. So the more that you could write down, the less stress that you're gonna put on yourself 11. Presenter In Me IV - Persuasive Sales Presentation Elements: so another. You've seen pretty much a full sales presentation and the aspects and what you should consider in reference to the preparation or delivery. Ellen's look at five elements that should be in every presentation. A sales presentation needs to include the following elements. You need to have an introduction. They go off. The introduction is to build report. This should be a back and forth dialogue, not a one way street. Then you need to have the business top, and the business topic is really the main part of your presentation. It should show decline, how you can uniquely solve the particular problem that they're suffering. You should plan toe have three major selling points about the product or service that will help them solve the problem. The next step is that every presentation should have questions. Now make sure there is sufficient time to talk. You should have a section in your presentation when you ask questions to help, you better understand your prospect needs and to validate and confirm your understanding of that need. Then your fourth element in a presentation should be a summary. So near the end of the presentation, issues summarised the key points off the presentation. This should be the points you consider most important to your prospect in terms of how your product or your service uniquely solved their problem. And your fifth and final element in ending sales presentation should be the call to action . You need to have a clear call to action to help you close the sale or move closer to closing that sale. So those are the five key elements that every sales presentation should have an introduction for you. Bill report with the prospect in business topic where you actually make your presentation in reference to why you should be the right person for them. The right business, the right product, right service a question area or timeframe for you. Ask questions so that you understand your prospect better, and you also able to validate what you think You understand a summary where you actually summarized the best points in reference to how you could help them, how you could actually solve their problems. And then, finally, a call to action for closing the deal 12. Presenter In Me IV - Persuasive Sales Presentation Summary: We have covered a lot of information, so let's try to see if we could come up with a quick summary. The first thing that you need to do in reference to your sales presentation is to make sure that you know your audience, know your audience, know your competition, ensure that decision maker is available for your presentation. Make sure that you are able to solve their problems. If you're not able to solve the problem of the prospect or the people that you're doing the presentation for, don't waste your time because you don't want to sell something that will not solve someone's problems. You don't want to push yourself just for sale. It's not worth it. Make sure that you prepare yourself for any objections. Remember that there's four main types of objections budget authority need in time. So the minimum that you should do is prepare for those four objections. And then, if you know your customer, if you know your prospect well, you will know what other objections they might have. Now this is during the preparation part. Then when you move into the actual presentation, make sure that you use stories. Now your stories are actually testimonies. That would say how your product has helped others either your product or your service. Make sure that during the presentation that you are listening not only speaking, but you're also listening. Remember, 70 30. Make sure that you are able to accept policies. You will have pauses in some presentations. If you are having a poster in a negotiation, that's usually a positive, that means that the person is actually thinking about what you're saying. They're actually considering your proposal. Don't forget to drive. They call to action. Don't let the prospect don't lengthy business or customer. Dr. Colter Action. You should drive the call to action. Make sure that you ask for the sale. Don't be afraid to ask for the sale if it is a good fit for both. If you think you could deliver on what you're presenting, then don't be afraid to ask for the sale. And during the presentation, take notes. Any time that you're actually not speaking, take notes. If your customers speaking to make sure that they know that you are paying attention that you care, and also so that you could follow up on it in the future time. Then don't forget that you have the elements off a great presentation. All sales presentation have five elements within the introduction, the business topic, the questions this summary and they call to actions. You need to have those five elements in your presentation to make sure that it is a great sales presentation. 13. Presenter In Me IV - Persuasive Sales Presentation Project: So how about your project will share with us the biggest challenge or objection that you have encounter on a sales presentation? A simple as that. And I just wanted to take this time also to thank you for your time for a dedication on putting up with this whole presentation and getting over to the end. Thank you. And may God bless.