The #1 fear-according to the Book of Lists, is Speaking in Public. Fear of death, dogs, and snakes come later in the Top 10. So why is it that so many professional salespeople fail to polish this skill?

It's true that the better presenter you are, the more influential you are, and the greater likelihood that you--not your competition-will secure the business.

In this article, you will learn have new tools of how to:

• Plan your presentation for success
• Overcome your speaking presentation anxiety
• Set up the room for better interaction
• Read your customer's buying signals
• Close the sale during your presentation

Prepare, Plan, and Practice

Many salespeople will use the presentations that the marketing department has prepared for them. Even though a prepared script and graphics presentation is quicker, I recommend that you don't us it.

The reasons are:

• Your company's marketing staff is not in sales, and
• The presentation isn't customized to your specific customer's needs.

Here's an easier way to plan. Sit down with a piece of paper positioned horizontally and start drawing pictures and jotting down words that come to mind. This is a free-thinking right-brain exercise, called Mindmapping. Think of it as a brainstorm on paper. The only rule is, you may not edit while you write. Dump out all connecting ideas on your "map" and this quick way to plan your content will insure that you have gotten all the points down. Once you have "mapped" your thoughts (it takes about 10 minutes), THEN, and ONLY then, may you begin organizing the ideas into a planned presentation.

Can you hear my knees knocking?

The good news is, everyone has anxiety before a presentation. Even the Zig Ziglar's of the world have their nervous moments. The trick is to make the adrenaline work FOR you, not against you. When you get up to present, the high anxiety of speaking will only last about 90 seconds. That means that you'll want to have your opening and your first few points practiced down pat, before you meet with the customers. Don't expect the words to come to just "appear" when you arrive.

Remember to BREATHE! And deeply! When we are nervous, often our breathing becomes shallow. This affects getting blood to our brains-just where we need it when presenting to customers. Breathe deeply from your stomach-while sitting down, and while standing up-to enjoy the benefits of better relaxation, to think better, and to sound more confident.

Lastly, never tell your customer that you are nervous. When you are well prepared and confident about your products and services, they won't hear your heart pounding out of your chest, or know that your lunch is doing flips in your intestines. So why mention it?

Where should the big cheese sit?

Chances are, wherever he wants! However, there are ways you can take better control of the seating to increase interaction, reduce tension, and create a sales advantage for you.

If you are presenting to a U-shape table set up, you are probably doomed for failure. Think of the lion in a pit, arrows facing into the ring. That's right, if you are in the "pit", it's easier to be struck by objections, complaints, and negativity from your customers.

In a conference room, make sure you are angled not at the head of the table, but off to one of the sides, and work the room. Walk around to the middle, the back, and over to the other side. You'll increase your customer interaction and maintain better eye contact. Especially since the main decision maker usually sits at the back!

When you have the ability to set up the seating arrangement, closer is better than far away-so you can build relationships with your
customers. Put your customers and if appropriate, your team members physically near each other. This will give you a decided advantage when it comes to persuading your customers to buy. And isn't that what it's all about, anyway?

Does he need a shave, or what?

To become a skilled presenter, it's critically important that you know how to read your audience's body language. The reason is, you don't want to continue with your presentation when the customer is ready to buy. You also want to make sure that all questions are answered while you have the floor. To accomplish this, become a body-language expert who is able to read your customer's reactions and feelings.

When a customer strokes his/her chin, this is a buying signal. It means, "Hum…I'm considering what she is saying and I like that idea". Or, it could signal a question, "Hum…I wonder if they have multi-packs, too". If you see the chin-stroking, it's time to stop talking, and start asking questions.

A buyer who leans forward is keenly interested. Get him involved in the presentation. Ask questions, hand him a sample, get him involved with the demo, etc. Or, go right in for the close.

Ready to buy

The easiest way to close during your presentation is during the Q/A. While you are answering your customer's questions, ask for the commitment. Don't worry if the customer interrupted you and you're only halfway through your content-who cares! Make sure you are in alignment with your customer by being ready to ask for the business WHEN he/she is prepared to buy.

Still afraid of presenting? Go ahead, get up there and close the sale during your presentation. Just don't mention death, snakes, or dogs!

© Renee Walkup, SalesPEAK, 678 587-9911 www.salespeak.com