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Presentation Pratfalls to Avoid
by Daniel Adams
Make your next presentation a winner by avoiding these common errors.
No Customization
During my workshops one of my client's key take-aways is that, "as of today, There Are No More Standard Presentations!" This is key for several reasons. First, this best practice provides push-back to the customer who questions why each key attendee must be contacted prior to the presentation. You may have heard a customer say, for instance, "Why do you have to talk with our key executives? Can't you just come in a give us your standard presentation? After all, your competitor did." A Superstar responds: "I'm glad that the other vendor was able to present to you. At our company we do not have any standard presentations. Each one of our presentations is highly customized based upon the client's current and future needs. Our clients appreciate this approach because it insures that we present only what is essential to them and insures that we respect their time."
Weak Eye Contact
No audience member wants to be lectured. If they wanted you to read material, they could accept your literature and skip the presentation. Instead, they want you to connect with them. Make a point to connect with the eyes of the audience with each key point you are delivering.
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Sticky Floor Syndrome
There is a saying in presentation skills: "Get out of the phone booth." That simply means, don't glue your feet to the floor and limit natural gestures as if you are stuck in a phone booth. Unless you are making a speech behind a podium to a large crowd you will appear much more relaxed and approachable if you move around naturally. Keep in mind that the key area for you to deliver your presentation is the LEFT side of the screen.
Poor Ending
Don't end your presentation on a flat note. Take a cue from the great singers who end on a high note delivered with passion. With respect to our memory there is the rule of primacy and recency. It states that we remember the first and last thing we heard. Of the two, we remember the last words the most.
No Follow Up or Thank You Note
Every attendee must receive a thank you note from you. The note will summarize the top 3 to 5 Unique Competitive Advantages of your offering relative to your client's specific need. It will conclude with a listing of the Next Step - Action Items and Owners.
Forgetting Your Number One Presentation Goal
Many reps get so caught up in the content of an upcoming presentation that they lose sight of the overall goal, which is to establish or improve your level of TRUST. A presentation provides an excellent opportunity for your customer to compare your diligence and ability to consult relative to that of your competition.
Daniel Adams, author of Building Trust, Growing Sales is a frequent and popular speaker at national sales meetings, workshops and association events. Visit www.TrustTriangleSelling.com.
Word
of the Week: Ventose adjective [ ven-tohs ]
- Given to empty talk; windy.
Example: Anyhow, it is better to wind up that way than to go growling out one's existence as a ventose hypochondriac. — Thomas Henry Huxley, Life and Letters of Thomas Henry Huxley
 Definition
& Example courtesy of Dictionary.com
Trivia:
What world-famous Great Dane made his television debut on CBS in 1969? In the more than 40 years since, his name has appeared on 10 different TV series.
Answer:
Scooby Doo
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