Bryan’s Sales T.I.P.S. (Techniques, Information, Pointers, Skills = TIPS)
By Bryan Flanagan

Question: I deliver 30-45 minute sales presentations using Power Point. How can I control my nerves? I am okay after the first few minutes, but it takes me a while to get going. Help!!!

Answer: First of all, you must recognize that it is okay to have butterflies when making a sales presentation.  However, to be effective, you must have the butterflies flying in formation!  Therefore, you must learn to take the attention off yourself and focus the attention on the prospect and on the solution you’ll introduce.  To do this you must learn the skills and techniques necessary to convey confidence and poise.

Let’s address a technique on how to begin a presentation.  We call this a “first burst.” The purpose of the “first burst” is to launch you into your presentation.  This helps you set the tone for the sales presentation. The length could be one sentence to one paragraph. This should be rehearsed, memorized, and, of course, practiced.

There are several ways to implement the “first burst.”
1.    A startling statement
2.    A quotable quote
3.    A sizzling statistic
4.    Lively levity
5.    A quizzical question

Here are a couple of examples:

“According to 2006 statistics by the NFL, 75% of the teams who score first in an NFL football game go on to win the game. By getting off to a fast start, we too can increase our chances of a successful installation.”

“It’s been said, ‘If you want something done, get busy people to do it.’ This committee is comprised of busy people. My message today is how to make this an easy transition so that your time is not impacted.”

Obviously, you need to modify the “first burst” to your sales presentation environment. However, if you prepare a “first burst” you will set the tone and mood of the presentation from the onset.

You may also want to plug into the Ziglar program Essential Presentation Skills. This workshop teaches 12 Vital Skills Areas necessary to achieve this. By understanding these skills and then by practicing these skills, you’ll be more effective when in front of a prospect. When participating in Essential Presentation Skills, you are video taped 10 times and receive feedback each time. You’ll see yourself grow!

Another avenue for you is to attend Toastmasters. Toastmasters International teaches you to listen, think and speak more effectively.  You can discover the local clubs in your community by going to www.toastmasters.org. You’ll be welcomed as a visitor because all Toastmaster Members began the same way: by visiting a local club.

Good luck and good presenting.

Bryan Flanagan is our Director of Corporate Training. Bryan has served Ziglar clients since 1984. His programs can make your sales force “more dangerous than they are now!”  Contact him at bflanagan@ziglar.com or call him at 972.383.3285.