No one lives long enough to learn everything they need to learn starting from scratch. To be successful, we absolutely, positively have to find people who have already paid the price to learn the things that we need to learn to achieve our goals. – Brian Tracy

The Sales Presentation

Volumes have been written about the skills needed for successful sales presentations. Advice abounds about how to present benefits, not features; how to conduct product demos; how to use influencing techniques; how to establish rapport; how to close; and more.
Top sales performers embrace not only these sales skills but, most importantly, this fundamental of effective presenting: focus on the audience. They are clear that a sales presentation should be a dialogue between salesperson and audience. Most sales presentations typically involve small enough numbers of people to facilitate this.

more => http://bit.ly/g8lwH7

Tuesday’s tip for public speaking success – defining the wow

The impact of your presentation is not an accidental by-product of a presentation. It is something you create deliberately.

And the first thing to do is to define what it is that you want to create. What exactly is the impact going to be? In other words, you need to define:

How will your audience respond to your speech or presentation?
What will they take away with them and remember?
What will they remember of you?

Why will they think “Wow what a fabulous presentation!”?

Start by defining the purpose of your presentation or speech. What do you want its impact to be?
You may even want to have several– in different parts of your presentation. But they must not be left to chance or you risk creating “Ho-hum …” rather than “wow!”

Then define the message; the central message of your presentation – what one thing do you want the audience to take away? This message – you need to be able to state it in one sentence. That way you will stay focused on that outcome when you are planning

The second of the questions was “What do I want them to remember of me?”

Who are you? How will you be remembered after this presentation?

You cannot be someone you are not, when you present, unless you are prepared to be a performer for the entire production. Insincerity will detract from your speech as quickly as a joke in bad taste. But you can present a side of yourself as the highlight – the side you want your audience to remember.

And the most powerful choice you will make is how you get that image to support your message – how you
put the two together.

This package, this combination of impact, message and image are what people take away from your
presentation. They are the wow you create.

But the pivotal word, there, was “choose” – the impact you choose to make, the impact you choose for your presentation to make.

Whatever you may be trying to achieve, don’t let the impact of your presentation be an accident. Right from the beginning, it needs to be part of the planning. When you are visualizing your production, toying with ideas and possibilities and first drafts, make the impact of you as a person and of your performance an integral part of that process. Visualise it and work it into all aspects of your production planning.

Then you have the foundation for creating the “wow” factor.


Laurence Clarke Powell said … “Write to be understood, speak to be heard, read to grow…”

Secrets to Success with Attendee-Funded Webinars

with Lee Salz

Ask 100 people if webinars are free or for-fee. Most will say they are free. Ask the same 100 people if training is free. Most will say you *pay* for training.

What happens when you use webinars to deliver training?

Webinars are merely technology with multiple applications. Most have used webinars for branding, promoting, or database building. In this webinar, Lee introduces you to the world of attendee-funded webinars —
webinars where participants pay to learn from you.

The presentation is virtual, but the dollars are real.

If you are a speaker intrigued by webinars as an income opportunity, join Lee and you’ll learn how to:
• straddle the fine line between free and for-fee webinars — not all content is saleable
• use one question to select the most saleable content — what people will readily pay to learn from you
• avoid the most common mistake that causes no one to sign-up for your webinars
• engage the 3 prospective registrant types effectively — and at the right time — so they sign-up for your webinars
• leverage the webinar buying hot zone — the window when most registrations occur
• select a title for your webinar that passes a 4-prong test
• design your most important marketing tool — the webinar description
• choose the right webinar provider

Get all the details here =-> http://bit.ly/hOEA3x

Friday freebie – overcome public speaking nerves

Are you crippled by nerves or fear of public speaking? Don’t be. There are heaps of ways to overcome those nerves, to face and conquer the fear. This free eBook will give you a broad range and some quotations and ideas to help. Just email me and I will send you a copy.

Thought for Thursday

“A prudent question is one-half of wisdom.”

— Francis Bacon

The Power of Pauses

Public speaking is just that – speaking, right?

And we focus on what we will say and how we will say it; on how we will stand and how we will move and how we will use eye contact, but always we focus on the saying – the speaking.

Sometimes we forget the value of silence.

Maybe it’s because we have had drummed into us the dreadful crime of using an um or an ah, or a y’know to fill the silence while we think. So we focus on fluency, on continuing to talk, and on the next point and the next … to the conclusion.

And sometimes, in the midst of all that focus, we forget the power of the pause.

the power of the pause!

It can refocus audience attention. (Remember how it felt in school when suddenly you noticed that the room was silent and the teacher was looking at you?!)

At the least it interrupts the flow of that continuous speech we were using so that that audience attention is refocused on what we have to say next.

A pause will then add power to your next point … because that attention is so newly focussed.

A pause will build your confidence, simply because of the power, but also because you had the gumption to stop the flow of speech.

If it is a pause to let you think, then the audience should recognise that and value that you are giving your best to your presentation.

A pause is a powerful way to change tack. You can change from a supercharged, rapid fire delivery style to one that is quieter, slower, more reflective. Again the power is in the change of attention, and in the fact that you have given your audience variety. But the pause has also allowed you to add power to the change of direction.

For all of these reasons … and there are many more … you take your public speaking to a higher level when you use the power of the pause.

Mark Twain – so quotable!

The best way to cheer yourself up is to try to cheer somebody else up. – Mark Twain

Tips on Public Speaking – Using Your Voice to Wow Your Audience!

 How you deliver your speech is even more important than the content of your speech. The way you use your voice during a presentation will either grab and keep your audience’s attention or put them to sleep.

It is estimated that when a voice-trained person delivers a speech, the audience retains 83 per cent of the information. In contrast, when an untrained person delivers the same speech the audience will only retain 45 per cent of the information.

An interesting voice will have a varied pitch and variations in pace and volume. A speech which is delivered in a monotonous voice is very dull indeed for the audience.

There are various characteristics that alter a person’s speech, such as clarity, volume, pitch, tone and speed of delivery. Let’s look at those characteristics now. => http://bit.ly/gjseYw