Group Presentation Problems?

How effective are you at delivering a powerful group presentation? The truth is that more and more salespeople and sales managers/executives are required to make a formal presentation to a group of prospects or customers. How well do you do? What grade would you give yourself? A, B, C, D or F?

Here are six tips to help you raise your grade and, most likely, your income.

1) Confirm room and operational dynamics, size of group, AV equipment available (if none, bring your own), room location, directions, etc.

2) Arrive at least 1 to 1 1/2 hours before the presentation to ensure that everything is in proper working order. Then go over your presentation several times in that environment before you have to do it for high stakes.

3) Prepare your presentation carefully and professionally. For example, no more than 5 words per slide, proper branding of logo(s) on slides, not too many slides, etc.

4) Consider using an advancer rather than having to reach down and advance slides with your laptop. I recommend the Power Presenter. It's the one we use and it's great.

5) Give some thought to withholding any collateral material until after you deliver your presentation. That will guarantee attention on your topic and reduce wandering eyes, premature questions, etc. If you are going to do that be sure to tell your audience that they'll receive it at the end and there will be time for review and questions at the conclusion of your presentation.

6) Never finish a program without establishing the ground rules relative to what is happening next. For example, say this at the end of your presentation (following review and Q&A) Ask this question: "What are the next steps; Where do we go from here?" Don't leave the room without an answer to that question.

Never forget, persuasion is key to sales. Don't overlook how critical it is in a group setting. However, sometimes no matter how persuasive you are, poor mechanics in a group setting can derail you, too!

Transfer Ownership to the Buyer to Cement the Sale!

A few weeks ago, my wife and I decided to purchase property on a mountain top in Hendersonville, North Carolina. We may eventually retire to the area or, at the very least, use the property as an investment.

Just after we signed the paperwork and made the down payment, our sales representative (John) drove us back to the site and snapped a picture of the two of us. The scenery is breathtaking, as the view behind us stretches for 30 miles into the Pisgah National Forest.
John promised he'd send us a picture once he had the film developed. A package arrived from John this week, and instead of just a 3" x 5" photo, the picture was enlarged and mounted in a beautiful "log cabin" style picture frame. Wow!

This picture and frame are so impressive that we keep it prominently displayed in our living room. Already several guests have commented favorably on the photo and asked where we got it. Talk about word of mouth advertising! Furthermore, every time I see that picture, it's easy for me to see myself living on that mountain top and enjoying my retirement.

For any sale to take place, transfer of ownership must occur in the buyer's mind. Undoubtedly, John's effort to send me the framed photograph has been successful in transferring "ownership" of that property from the developer to my wife and me.

How about you? How well do you transfer ownership of what you sell to the customer? Can they see themselves using what you have to offer? Maybe a photograph of your customer using your product can cement your transaction and result in an opportunity to earn referrals. Why not give it a try?

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