Thoughtful Thursdays – Making your pitch
Business opportunities are closed and lost every day on the merits of the sales presentation.
Today’s thought is about making your pitch and practices that will keep you in the running for the sale.
Getting the opportunity to present is what every sales professional strives for. No matter what the reason for the presentation, there are elements and factors that are common to all. Being mindful of these elements can make the difference between being sales success and failure.
Good presenters demonstrate the attention to detail that the less successful do not.
For example they:
- Know their audience
- Speak to them in their language
- Use eye contact and speak directly to the audience
- Know the subject matter
- Speak confidently
- Are sincere
- Love the presentation they are giving
- Are mindful that the more props used, the greater the opportunity for audience distraction
- Stick to the agenda
- Practice, practice, practice
Presentations can go south quickly. Learn to recognize when you are losing your audience and be prepared to change gears when necessary. Being able to make changes in approach on the fly comes with experience. Remember that the prepared content will remain the same regardless of your approach.
A final thought. Never turn down an opportunity to present. You will only get better.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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