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Ten Presentation Skills Your Sales Team and Others Aren't Telling You

By: Scott Topper

The biggest challenge for a newer sales team might be how they actually feel when they give their presentations. Many first-time speakers want to feel confident, want to engage their audiences, and want to feel good about actually giving their presentations. But how is this achieved?

Public speaking can change you as a person and boost your confidence. You will learn how to express yourself clearly and get your message across. Being able to speak in front of an audience is a key ingredient for success. The benefits of public speaking are huge. From delivering a formal speech to attending business meetings and answering questions for your boss, public speaking is an important part of your career.

In a survey taken by more than 50 business sales professionals during a presentation skills training workshop, key questions and concerns on how to become a confident public speaker were highlighted.

Here are their main concerns:

  1. Does the audience really listen or do they just read the PowerPoint slides? It is a good practice to keep your PowerPoint presentation under one hour, and try to only use the slides to enhance your speech. The less information you place on a slide the better--two to three bullet points work best. Don't read slides but, rather, keep them simple and on a white background so people can read the presentations clearly. Ask the audience for questions as you go along so that the audience feels engaged.

  2. How many head and hand movements are too many? Since more than half of all human communication takes place nonverbally, audiences judge us based on what they hear and what they see. It's important to have control over your body language. Movement has to be supportive of the message. Your head, eyes, and facial expressions usually convey your true feelings, so it's important to communicate with sincerity to connect with your audience. Your hands can be used to express emotion and to emphasize a point. Don't keep your hands in your pockets or behind your back.

  3. How do I gain confidence and keep people entertained? It is important to talk about a subject you enjoy and that you know really well so that you can conduct a clear presentation. Also, be yourself and tell a personal story or use appropriate humor—consequently, the audience will relate to you more easily. Confidence comes with practice and your ability to give your speech with your own personal touch.

  4. How do I prevent my face from getting red right before the speech? Visualize yourself giving a successful speech. Remain excited to share your information with your audience. Remember that the audience is interested in what you have to say and that they are your friends. Be sure to take a few deep breaths in through your nose and out through your mouth before walking up to the microphone.

  5. How do I handle client questions/interruptions? In order to control an audience and prevent members of the group from interrupting your speech, it's best to begin your speech by stating a simple outline such as how long the speech will take, and give a reminder to please turn off all cell phones. Make it very clear if and when you would like to hold the question-and-answer session and then begin your speech.

  6. How can I create more opportunities to practice my speech? It is important to practice your speech as if there is an audience in front of you. That will simulate the kind of pressure you might feel in real circumstances. Give a practice session during a lunch break or other kind of group meeting. Consider having two or three coworkers present who also have to give a speech. That way you have support and are able to receive feedback from your peers.

  7. How do I improve my openings and closings? Make sure you practice your openings and closings until you feel completely confident. Some people open with a quote, others use a statistic, and still others use a question. When closing, be sure to include a call to action or summarize a personal experience so that the audience can relate to your story.

  8. What are the most common mistakes made in public speaking? A major mistake is failure to rehearse in advance of the presentation. The more practice, the higher the likelihood your presentation will leave a great impression. Remember, too, not to read your speech; rather, summarize key points. Share your enthusiasm on your subject and be sure to take time to personally meet several audience members before and after your speech to incorporate your conversations prior to your presentation and include remarks in your discussion...

  9. How do I avoid the first five minutes of anxiety? To relieve nervous tension, try stretching and taking deep breaths. Pretend to hear your favorite motivational song playing in your head to give you a sense of empowerment. Remember to smile when you begin your speech.

  10. How do I make my speech stand out? It's imperative to have an emotional connection with your audience. This will make your presentation more memorable. Try sharing a case study or tell a personal story. Be sure to include a brief explanation of who you are and your past accomplishments to establish credibility.

It's important to apply these ten presentation skills so that your sales team will feel more confident when hearing your speech. Being able to express yourself in a clear, confident manner is essential to your success. As you build your skills and gain confidence, you’ll learn how to plan and deliver your presentation in a professional manner. After practicing and honing your presentation skills, you will be able to speak confidently to both small groups and large audiences.

About the Author(s)

Scott Topper , three-time Emmy Nominated TV Show Host, and Corporate Improv Skills Coach, helps organizations and individuals learn business improvisational skills and theatrical techniques to achieve better sales presentation results and gain confidence through his fun, interactive corporate presentation skills workshops. Topper offers a monthly coaching mentoring newsletter, and has authored over 30 public speaking books, audio books, workbooks, DVDs, and downloadable confident speaking courses. For more information, contact him at www.IMproSolutions.com, (818) 640-6100, or Scott@IMproSolutions.com