Have you ever walked into an important appointment, knowing that closing the deal could mean huge commissions or a treasure trove of referrals, only to stammer your way through the presentation? It's happened to all of us at some point of a career in sales. And there is only one thing you can do to prevent this disaster and that is to rehearse.
Just like an actor, you need to learn your lines. You'll need to rehearse your pitch, over and over. Whether you're in your car or in the shower, you should be able to give your presentation in your sleep. And while you are at it, you may as well factor in any and all objections that may be thrown at you. What will all of this practice do for you?
I constantly work on my presentations. In my head I formulate them, reconfigure the format, consider what kinds of questions I will be asked as well as objections. And when I leave an appointment, I reassess what transpired. Was it good or bad? Did I forget anything? What can I do to make it better next time? I need to be critical and honest with myself when reviewing a presentation, and so should you.
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.
Just like an actor, you need to learn your lines. You'll need to rehearse your pitch, over and over. Whether you're in your car or in the shower, you should be able to give your presentation in your sleep. And while you are at it, you may as well factor in any and all objections that may be thrown at you. What will all of this practice do for you?
- You will have actual confidence. Not that swagger you thought you had before, but now you can answer any questions because you already know the answers. And people will have confidence in you.
- You'll earn the trust of your client. People buy from those they like and trust, and showing that you've done your homework lets the client know that you have invested your time into your business. People like that and will think of you credibly.
- After practicing so much, you will start to sound natural. In your head, you sound like a robot. "This isn't how I talk," you'll think to yourself, but after a while, you will inject your own speech patterns into the pitch, as well as your own pauses and even humor. All in all, you'll learn how to make the presentation sound like a normal conversation. Which leads to...
- Putting your prospect at ease. Once you get to the point of sounding like you are talking to a friend, your client will relax, let down their defenses and listen to you as a consultant instead of a salesperson.
I constantly work on my presentations. In my head I formulate them, reconfigure the format, consider what kinds of questions I will be asked as well as objections. And when I leave an appointment, I reassess what transpired. Was it good or bad? Did I forget anything? What can I do to make it better next time? I need to be critical and honest with myself when reviewing a presentation, and so should you.
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.
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