Tbr presentation session 5.28.14 v3

The Art of Selling
Session 5
Presentation
For internal TBR use only. E Lefebvre

Getting started…
• Intro’s – please share something about yourself the group doesn’t
know. Something not on Linkedin.
• Share your formal sales education background & any key take-a-ways
from that sales training that has stayed w/you and is now a part of your
SDNA.
• Your are encouraged to aggressively participate & contribute.
• Passive involvement during this session is unacceptable.
• Trainer will control all conversations…. Ask me how?
• Since we can learn from each others experiences …please allow a
speaker to finish their comment.
• I need a session scribe/note taker .... volunteer? FYI $$ position
• End of session – paper ballot for the individual who you feel
contributed the most helpful info. FYI - $$$ Scribe..shall we keep
score?
• There are no bad questions, ask away as this is not long
lecture…more of a conversation.

Getting Started
At the knowledge transfer day, we will have five presentations lasting about
1:15 minutes per.
Each presentation will consist of a trainer lead preso re: the ‘Art of Selling’
theory.
Completing this exchange of information will be a panel, made up of all of
you.
For 5 to 10 min each you will share what you learned, why it caught you
attentions, and why it’s different than what you do today.
May I suggest that during our conversations today, that you take notes so
that your presentation in front off the entire TBR sales team is made
simpler and more impactful.
Also of note, when we split and teams for the role play, each team will be
made-up of a least one topic matter expert.
So… be alert as we intend to have you practicing what you will learn.

Housekeeping
No cell phones or computer use. Turn them off
please.
We will take short breaks … pay attention to time
allotted… door will close and to re-enter … a fine
is levied @ a $1.00 per minute.
If you are late a second time…the door is
locked…thanks for attending the shortened
session. We will miss your contributions.

Goals - Knowledge Share Re:
Presentations
Goals for this session:
Train on theory -if new or refresh, and practice selling skills –
Focus is on –Presentations
Develop a TBR common sales language – base on theory, shaped
by TBR messaging, and customized by session attendees.
Prepare material and a PowerPoint to preso to use at the
knowledge share session. Any volunteer as team leader?

Session Topics
Definition
Benchmark –
What’s the current thinking about existing TBR formal presentations?
How are they used?
How do you overcome fear of public speaking?
What is your process for constructing a presentation?
Facts and some humor
Developing a presentation outline
Tips on how to improve Presentation Skills
Sales theory on Constructing a Presentation
Presentations
Focus on WIIFTC
Less Is more
Don’t be boring
Style that fits
ROI
Close

Preparation
Is it different for existing customers or new prospecting? penetration vs.
retention/build trust
Interest Creating Remark
First impression time – you never get a chance to make a second first
impression
Important to intro yourself and company?
Third party value statements
Thanks for taking my call…I need just a few moments,,, please help help me
to understand what my research has uncovered about the impact your
competition is having on field sales teams and forecasting results.
Fact-finding (ONIB)
All about a conversation while gathering/confirming important need(s) &/or pain
points
You have two ears…actively listen twice as much as you speak.
You can emphasize an important finding by confirming …. Three levels of why
Three M’s For internal TBR use only. E Lefebvre
The Art of Selling - Basics

The Art of Selling Basics
continued
Presentation
Deliver client-centered solutions
Demonstrate – Transfer – Objectives –
prove benefits & eliminate fears
Stress client gain – what’s in it for the client
Transfer ownership – let the client drive
Summarize and connect as you demonstrate value
Five values– ROI, Time, Risk, Motivation, Brand
Handling/overcoming objections
Re-confirm the objection and ask if other concerns exist….
Restate clients objection and support this by value statements
Focus on previously agreed upon benefits
Closing

The Problem with Sales Companies are investing more than ever in sales
training, but performance isn't improving. Just 9% of sales meetings end in a sale,
and only one out of 250 salespeople exceed their targets. What's wrong?

Definitions of - Presentation
How to define a business presentation?
In the broadest sense, it’s every encounter you have with every
person you ever meet.
A presentation doesn’t necessarily mean standing in front of a
crowd with a PP & a projector. It could be when you sit squirming
in a chair trying to be eloquent and asked: why should I buy from
you /TBR?
Whenever you are asked to appear in front of one or more
people for the purpose of explaining, educating, convincing,
or otherwise conveying information to them, you have a
presentation.
Research –
What buyers think about.
Why change?
Why change now?
Why change w/you?

What is glossophobia?
“Proper Planning and
Preparation Prevents Poor
Performance”
Stephen Keague, The Little Red
Handbook of Public Speaking and
Presenting

Presentation Outline Tips
Successful Business Presentation Skills
Theory says that there are three cornerstone skills for
developing and making effective business
presentations.
The key to successful business presentations is
preparation. The first step in preparation is to
understand your audience and what will be of
interest and this will help you form the basic
presentation outline. This gives you a solid
foundation upon which you can build.
Skill one: Know you audience!

KNOWLEDGE OF THE TOPIC
Knowledge of the presentation topic is also critical; if you
don't know the topic well, you face two realities: an
increase in spent in preparation: and a like increase in the
amount of stress you experience.
A client presentation on his/her discovered needs is made
simpler, if you have done two things well: your collection of
information at fact-finding uncovering,, and yout TBR value
proposition and deliverables vision matches the clients
pain.
Using a TBR capabilities preso, will require you to have
insights into the audience… so that you can align what
TBR offers and deliver only WIIFTC information.
Skill two: Knowledge of the topic!

A straight-forward business presentation of dry, factual
information can make your audience's eyes and ears
glaze over. In addition to the facts, your knowledge, and
your research for your business presentation, you need
to spice up the material.
Skill three: spice up the material

The Importance of Think Time Before a Business
Presentation:
The most important preparation for your business
presentation is often not the obvious. It's the thought
time and research time you spend for weeks in
advance of the meeting once you understand your
audience's needs.
When you finally prepare your presentation, you are:
- clear on the concepts you want to present,
- the needs of the audience, and
- the value you can add to the occasion.

Limit the Content and the Goals of Your Business
Presentation: No matter how much time you have allotted
for your business presentation, you don't have time to tell
the audience everything you know. For speakers with years
of experience, the temptation to overwhelm the audience
with everything you know must be avoided. You'll bore
them, annoy them, and fail to earn fans.
The good news is that all of your "think time" and
knowledge of your audience allows you to zero in on the
most important concepts in the topic for your business
presentation. In a 30-90 minute presentation, you have
time to make 4-6 key points. You really don't have time for
much more if you are illustrating your points and providing
examples.

Begin Your Business Presentation in an Attention
Gaining Manner: Start your business presentation
with a startling fact, a question, a revelation, or a
pertinent story. Once you have gained the audience's
attention, tell them what you will talk about during
your business presentation. Make your core or thesis
point, then build your business presentation around
the 4-6 key points referenced. Finish by summarizing
what you told them.
You basically tell them what you will tell them, tell
them, and then, tell them what you told them, to
achieve maximum impact.

Limit the Use of Visuals and Power Point in Your
Business Presentation: Unless you need to
illustrate key points, the use of visuals and power
point presentations that provide bullet points of your
spoken words is boring and redundant. A prop or
slide is helpful only when it is needed to illustrate a
key point.
Your attendees would much rather that you prepared
detailed handouts that they can take back to work.
Another plus? If the audience members are not taking
notes and not reading a screen, they are much more
likely to listen to you. And, you are the value add -
right?

Conquer Your Fear of Business Presentations
With a Mind Adjustment: In my early days of
doing business presentations, I got so many
butterflies in my stomach that I chugged pepto-
bismal before every presentation. But, once upon
a time, I was able to make a mind adjustment. I
realized that speaking was not about me; it was
about my audience. And, I truly had value to offer
them. Once my speaking became not about me, I
came to truly love speaking. This is my primary
recommendation for people who are fearful about
giving business presentations: it's not about you.

Focus on the Value You Bring Your Audience in Your
Business Presentation: Love your audience and know
and believe that you are bringing them information they
need and will value. Respect them by being yourself. It's
not about you; it's about them. Speak from your heart and
your most deeply held beliefs.
If you speak or make business presentations, you'll
eventually have your own two minutes as a rock star. Cool.
Then, you'll go back to writing, Human Resources,
management, or whatever it is that you do at work.
But, you'll be better for the interaction, the feedback, the
experience, and the fact that you added some value to
multiple lives. Can life get any better than that?

Presentation Basics
Compressed to its essence, a presentation
consists of four basic elements:
You
Your audience
Your message
Your tools.
In this session, we’ll look at each one, starting off
with planning for your visuals and support
materials..

Presentation Basics
Visual Presentations – General Guidelines (Your Tools)
Meetings which might normally be considered dull/boring,
are transformed into exciting productions that grab the
audience attention.
This type of presentation maximizes audience retention of
the subject matter.
The phrase “a picture is worth a thousand words” has
existed since the New York Post discovered the value of
visuals in the news business. This remains true.

Presentation Basics
Visual Presentations – General Guidelines (Your
Tools)
Simple, clear, concise visual images, and
sprinkled with attention-grabbing graphics will
support your spoken words. This leaves your
audience with a positive attitude toward you
and your service /proposal.
Visuals are used in support of the spoken or
written word, and not in lieu of it. A well-
developed concept and effective script are the
essential elements of any presentation.
When the concept begins to take final form, the
visuals are developed around it.For internal TBR use only. E Lefebvre

Presentation Basics
Tools)
The central purpose of any presentation,
written, oral or visual, is communication.
To communicate effectively, you must
state your facts in a simple, concise and
interesting manner.
Research supports that the people learn
and retain more information when
learning is reinforced by visualization.
You can entertain, inform, excite and even
shock an audience by the proper integration
of visual images into virtually any exchange
of information.

Presentation Basics
Tools)
Hastily designed and produced visuals can doom
a presentation & presenter.
You can communicate concepts that are difficult
to grasp through the intelligent use of visuals.
Finally, your presentation should be both
educational, informative, and entertaining. Just
be sure it’s not boring.

Presentation Basics
The Key Steps - 1. KNOW YOUR SUBJECT MATTER
Research every nuance of your subject and know it.
Read reports and look up information about the subject
with the specific purpose of writing a presentation script.
When examined in this light, new ideas and alternative
ways of thinking often develop.
The ability to present a subject with confidence directly
affects your audience’s impression and will help keep their
attention.
This is especially important when giving a proposal since
you are in effect selling” your ideas to the audience.

Presentation Basics
The Key Steps - 2. KNOW YOUR AUDIENCE
A small amount of research into the makeup of
your audience will reap large benefits.
You might want to have have a couple of
versions.
Before you ‘re-purpose’ your TBR message, think
about what if anything would interest the client.
If a small amount of research will help you,
imagine what a moderate amount will do!

Presentation Basics
The Key Steps 3. KNOW YOURSELF (and your limits)
We all must push our limits and willingly bite off more than
we may be comfortable with… this is how we learn and
grow. Just know your limits and you might avert a disaster.
Know your ‘limits’ for just where you may or may not tread,
depending on the makeup of your audience and your
relationship with them.
Be careful with jokes, quotes, etc.. Remember, you are
not birds of a feather w/the likes of George Carlin, Tom
Peters, Billy Graham, or Al Sharpton…etc.

Presentation Basics
The Key Steps – 4. DEVELOP A THEME
All presentations, regardless of their complexity,
are designed with a single purpose.
Whether that purpose is to sell, educate, or for
pure entertainment, state that purpose to yourself
at the beginning of the development process.
Keep this purpose in mind … always.

Presentation Basics
The Key Steps –5. PREPARE YOUR SCRIPT
The script does not necessarily have to be a
work of literary excellence some simple notes on
3 x 5 file cards might be sufficient. Solicit help.
Just don’t skip this step
The exact form of the script depends on the
formality of the presentation, the size and
demographics of the audience and of course, the
presenter.
Any presentation script, regardless of complexity,
shares the four basic parts; opening, body,
summary and closing. For internal TBR use only. E Lefebvre

Presentation Basics
Four basic parts of other business
correspondence, opening, body, summary and
closing.
OPENING The opening of the presentation sets the
stage for what is to follow. Participants are
introduced. The purpose of the presentation is
stated. Include a VERY BRIEF summary or outline
of the points to be covered. This helps keep your
audience oriented properly within the framework of
your script

Presentation Basics
The Key Steps –5. PREPARE YOUR
SCRIPT
closing.
BODY The part of the script in which the bulk of
the subject matter is presented. The body of a
long presentation should be separated into smaller,
easily assimilated modules. Each module or sub-
section should make a single point or convey one
idea. These sub-sections should each have their
own simple opening, body and summary.For internal TBR use only. E Lefebvre

Presentation Basics
Four basic parts of other business correspondence, opening,
body, summary and closing.
SUMMARY This portion should be very brief and simple.
Reinforce the central theme and purpose of your
presentation. Briefly emphasize the key points and main
ideas of your script in this section. There is an old axiom
that says … “Tell them what you are going to tell them,
tell them, and then tell them what you told them.”
Encourage questions from the audience if time or format
permits, but be prepared to answer them. Don’ fake
answers. Make a note and follow up. When you do, this
makes an excellent door opener for follow up calls.

Presentation Basics
closing.
CLOSING In a well structured closing, points raised during the
question and answer session (if any) are summarized.
If you have handout material emphasizing key points and ideas
enables your audience to review the subject, and assures that
your words will remain fresh in their minds…give it to the
attendees.
Handout material should not be distributed before a
presentation unless it is critical to the theme since it invariably
leads to audience distraction.

Presentation Basics
6. SELECT THE PROPER VISUAL AIDS
With the script developed and the audience research
completed, a five minute presentation to a three person
audience is probably best made with handout material.
While most customers you visit have some form of
presentation equipment, have a back plan … portable
projectors. That said, always check w/your client prior to a
presentation.
Tablet Computers are popular presentation tools for small
groups, informal meetings and remote learning. Something
to watch for…attendees tend to develop tunnel vision. Your
vocal inflections and body language, may end up outside of
their sensory sphere.

Presentation Basics
7. PREPARE A STORY BOARD
This step is often taken by firms when they work with
a design team and have a formal corporate slide
presentations.
If you plan to integrate your needs assessment, fact-
finding information and your solution into a
professionally developed TBR PowerPoint …
consider what to include. If it doesn’t integrate
smoothly, may look like an afterthought.

Presentation Basics
8. PRODUCE THE VISUALS
With careful, timely planning, the only task remaining is
mechanical process of production. The complete and
accurate planning that you have done to this point assures
a smooth production cycle without the need for
unnecessary last minute changes.
Today’s presentation software allow last minute changes
and additions that could not be accomplished using any
other method of production. While last minute changes are
possible, avoiding them can still help cut the cost of your
presentation by eliminating revision and rush fees.

Presentation Basics
9. REHEARSE–REHEARSE–REHEARSE
Your final script and outline will permit you to
rehearse your presentation even before the
visuals are completed. This assures that when
your final images are prepared and ready, you
will be as well.
If you’d like to really test your mettle, drag out the
camcorder and tape your rehearsal.
How many of you you have ever done this?

Presentation Basics
10. PRESENTATION DAY
On the day of the presentation, arrive and set up
early. You have visuals, are well rehearsed, the
room is set up and the participants are ready to
sold.
Speak clearly and with authority. A little humor
if tastefully added can help break the tension of
the moment. There should be no surprises.
Make certain that the audience questions have
been addressed, and of course, thank everyone
for attending.

Presentation Basics
11. FOLLOW UP
Circle back with the attendants and participants
to assure that your presentation goals were met.
Ever think about a questionnaire distributed at
the end of your presentation? Can be a source
of critical information for follow up calls or future
presentations.
Encourage the attendants to call or write with any
questions that they did not get answered during
the presentation.

5 Steps To Become A
Better Presenter
Understand your audience:
For every presentation, your topic and discussion points must
be relevant for the audience.
Ask yourself:
Who is my audience?
Why are they here?
What do they already know about my topic?
What are the attendees’ goals and objectives?
How many people will be there?

5 Steps To Become A
Better Presenter
Know your objectives and your material:
Is the objective of your presentation to educate or
persuade your audience?
Make sure you can answer these questions:
o What do I want my audience to know at the end
of my presentation?
o What key points do I need to communicate?
o What actions do I want the audience to take when
they leave?

5 Steps To Become A
Better Presenter
Tell your “story” with flair:
One of your presentation goals should be to
inspire enthusiasm for your topic. To do this,
be creative and think about ways you can involve
the audience, such as through stories, humor,
examples/statistics, and eye-catching visual aids.
Many great presenters today have stopped using
text heavy PowerPoint presentations and have
adopted a style that includes lots of images for
visual appeal.

5 Steps To Become A
Better Presenter
Test the logistics:
Go see the room where you’ll present. Ensure everything
works: Microphones, computer, projector(s), screen, etc.
o Is the seating adequate and appropriately set up?
Will those sitting in the back be able to see you when
you present?
o If needed, are flip charts or white boards and pens
ready?
o If handing out documents, are they ready?
Preparing for the worst is the best way to ensure your
presentation will run smoothly.

5 Steps To Become A
Better Presenter
Practice, practice, practice:
Wowing the audience (and management) is a
great way to get yourself noticed as you climb
the proverbial career ladder. Take time to ensure
you’ll do a great job by practicing.
The more time you spend preparing for
presentations the better the results will be.
Practice and preparation may not make your
presentations perfect, but it will definitely get you
noticed – in a good way!

Combine a persuasive, logical narrative with
engaging delivery to create an effective business
presentation
Identify and focus your message
Support it with tight, succinct writing and
appropriate graphics
Involve the audience and motivate them to take
action

WIIFTA - Audience
How much they already know about this subject
or issue
What else they need or want to know about it
Why they should care
How receptive or resistant they will be to your
message
What are their objections, concerns, and
interests
What you want them to do when they leave the
presentation

Solid ideas make good
messages-
ask yourself confirmations questions
Why am I talking about this—what is the problem
or issue to be addressed?
What am I adding to the discussion—is it new or
illuminating or provocative?
What does it mean in the end—what value will
people walk away with?
So what—does your message create a sense of
urgency, importance, involvement, excitement?

Constructing the Actual Presentation
Start as an outline…. As this format transfer into
points vey well.
The short school believes headers, subheads, and bullets
should be brief, bordering on cryptic, and relies on the
presenter to fill in the details. This works very well as long
as a capable presenter always accompanies the
presentation. But very often business presentations have a
life that goes beyond the actual presentation. (I encourage
my clients to plan and prepare for this extended life.) They
may be used as a leave-behind or may make their ways
into the hands of customers, prospects, reporters,
government regulators, or anyone else. A presentation
consisting of cryptic headers and bullets will not
communicate effectively without the presenter.

Constructing the Actual Presentation
The long school insists that headers, subheads,
and bullets be long enough to convey a complete
thought. That means a full sentence, sometimes
longer. In this way each screen can deliver a
complete message even without the presenter.
Someone can, in effect, view the presentation as
a document that stands on its own and come
away with the core message. The role of the
presenter is to elaborate on the core message
and entertain and engage the initial audience.

Model Presentation Outline
Part I: Introduction
What this presentation is about
Why it's important
Presentation agenda
What you are going to tell them
What they will get out of it
Your credentials for talking about this
[engage the audience, pose a provocative question]

Part II: Background
Review the issue
Why we are talking about this now
Introduce references, citations for validation, substantiation
Reference appropriate research
[invite audience discussion]
Part III: the Main Point
Introduce your main point in a series of screens and bullets
Add supporting material to back up your point
[add anecdotes, examples, demonstrations]
Invite questions

Parts IV, V, and Beyond
Introduce subsequent points in order of importance
Relate the discussion to your main point and primary message
Add appropriate supporting material for each point
Invite questions following each point
Conclusion
Summarize your main message and key points
[pose a provocative question, invite discussion]
Take any remaining questions
Direct audience members on their next move
Thank the audience
Obviously, the specific topic, material

1. Start with a Solid Foundation
There is no reason to reinvent the wheel. Thousands
of professionally designed presentation templates are
waiting for you on the web. The trick to picking the
right one is to dive a little deeper. Presentation
programs like Keynote and PowerPoint offer stock
templates straight out of the box. Do not use these.
Don’t overload the foundation. It is tempting to slap
your logo, name and contact information on every
single slide. Resist. Good design will provide that
common thread and you have surely shared your
card and contact information in plenty of other places
including on the first and last slides

2. Start with a pain point
The product you are promoting was designed to solve
a problem. Start there. Make it personal. You should
know enough about the people you are pitching to tell
the story of the problem they are facing and the pain
point your product is going to solve. Tell it at the
beginning of your presentation. A short paragraph or
even a few lines is sufficient.
This approach captures your prospect’s attention and
demonstrates your expertise. It shows that you are
aware of their current situation and causes them to sit
up and take notice.

3. Skip the corporate spiel
You sound insecure when you continue to hit the same
hammer over the head. To set the mood, many sales
people spend far too much time talking about their
company. They have been coached into believing this
approach builds brand trust. It doesn’t. Highlight your
expertise in the very narrow subject matter that is relevant
to this pitch and flash a single “jewel” slide that boast
familiar brand logos of companies that have invested in
your product.
Your prospects want to know how you can help them solve
their particular problem. Tell the parallel story of how
you’ve done something similar to for someone else they
like, know and trust and move on.

4. Be solution-oriented
No one wants to feel like a failure. While you need to
start with a pain point to remind everyone why you
are there, you don’t need to harp on it.
Highlight your prospect’s successes and tell them
why your product will help them experience more of
the good stuff. Be specific as you describe the wins
they’ll achieve and make it personal. Name-dropping
the people in the room in middle of a story about
success gives them a confidence boost in themselves
and by extension, you.

5. Everyone is counting on the ROI
A business investment that doesn’t generate sales above
and beyond its cost to procure just doesn’t pencil out. Go
into your presentation crystal clear on how your potential
client will see a return on their investment in the short and
long term. ROI is about more than the dollar. Be prepared
to talk about how the company will increase sales, reduce
costs, make more money, gain more market share, or
improve productivity.
You need to spell out exactly how these results will be
achieved. And, you need to be able to do it quickly and
clearly.

6. Rehearse
This is obvious and shouldn’t be overlooked.
Unfortunately it often is. No matter how well you
know your prospect and your product you simply
cannot expect to wing-it. The business climate is
far too competitive for that type of approach.
Bonus tip: Leave a little time for Q&A. Even a
thorough presentation will call to mind questions.
Make sure you finish with sufficient time for
additional discussion.

Summary

Closing

The Best and the Rest Ryals and Davies identified seven behaviors, of which only
four were actually related to sales success. By mapping how salespeople relied on
each behavior, they discovered eight types of salespeople. But only three were
consistently effective, and they only made up 37% of the sample. The remaining five
types of sales people — the other 63% — fell short.

The Effective Minority Here's a visualization of the skill-sets of the three effective types of
salespeople — Experts, Closers, and Consultants. The closer each corner of the polygon is
to the edge of the circle, the more effective the salesperson is at the corresponding
behavior. Experts (9% of salespeople) are good at all seven skills; Consultants (15%) listen
well and are good problem solvers; and Closers (13%) can pull off big product sales, but
their smooth-talking style doesn't work as well for selling services.

The Effective Minority Here's a visualization of the skill-sets of the three effective
types of salespeople — Experts, Closers, and Consultants. The closer each corner
of the polygon is to the edge of the circle, the more effective the salesperson is at the
corresponding behavior. Experts (9% of salespeople) are good at all seven skills;
Consultants (15%) listen well and are good problem solvers; and Closers (13%) can
pull off big product sales, but their smooth-talking style doesn't work as well for
selling services.
Ineffective Salesperson #1: The Socializer Despite the reputation
most salespeople have of being socially gifted, it turns out that
Socializers are the worst-performing when it comes to making the sale.
Notice how small their polygon is compared to the dotted line, which
shows the average skill set of all salespeople. Socializers tend to chit-
chat at the expense of actually making the sales pitch.
Ineffective Salesperson #2: The Storyteller Storytellers also talk a lot,
but at least their gab focuses on how other clients used the product or
solved the problem. Ryals and Davies found that some storytelling could
improve sales performance, but that too little or too much is
counterproductive and turns customers off. The danger for storytellers is
that pay too much attention to these past customers, and not enough on
those sitting in front of them.

Ineffective Salesperson #2: The Storyteller Storytellers also talk
a lot, but at least their gab focuses on how other clients used the
product or solved the problem. Ryals and Davies found that some
storytelling could improve sales performance, but that too little or
too much is counterproductive and turns customers off. The danger
for storytellers is that pay too much attention to these past
customers, and not enough on those sitting in front of them.
Ineffective Salesperson #1: The Socializer Despite the
reputation most salespeople have of being socially gifted, it
turns out that Socializers are the worst-performing when it
comes to making the sale. Notice how small their polygon is
compared to the dotted line, which shows the average skill set
of all salespeople. Socializers tend to chit-chat at the expense
of actually making the sales pitch.

Ineffective Salesperson #3: The Narrator Narrators hew too closely
to their prepared marketing materials and their rehearsed sales pitch.
If the client throws a curveball, they stick to their script and their
marketing collateral instead of responding artfully.
Ineffective Salesperson #4: The Focuser Focusers, like
Narrators, desperately cleave to their pre-meeting prep and
to conveying all of the technical aspects of their offering.
They often insist on detailing every product feature, and may
not hear customers' needs.
Ineffective Salesperson #5: The Aggressor Aggressors can be
effective in the right setting. They approach every sales meeting as
a pure negotiation on price. While some customers dislike this
combative approach, and while aggressors aren't very successful
overall, every now and then they can score big wins. And they
rarely concede too much.

Toastmaster Tips on Public
Speaking10 Tips for Public Speaking
Feeling some nervousness before giving a speech is natural and even beneficial, but too much nervousness can
be detrimental. Here are some proven tips on how to control your butterflies and give better presentations:
1. Know your material. Pick a topic you are interested in. Know more about it than you include in your
speech. Use humor, personal stories and conversational language – that way you won’t easily forget what to say.
2. Practice. Practice. Practice! Rehearse out loud with all equipment you plan on using. Revise as necessary.
Work to control filler words; Practice, pause and breathe. Practice with a timer and allow time for the
unexpected.
3. Know the audience. Greet some of the audience members as they arrive. It’s easier to speak to a group of
friends than to strangers.
4. Know the room. Arrive early, walk around the speaking area and practice using the microphone and any
visual aids.
5. Relax. Begin by addressing the audience. It buys you time and calms your nerves. Pause, smile and count to
three before saying anything. ("One one-thousand, two one-thousand, three one-thousand. Pause. Begin.)
Transform nervous energy into enthusiasm.
6. Visualize yourself giving your speech. Imagine yourself speaking, your voice loud, clear and confident.
Visualize the audience clapping – it will boost your confidence.
7. Realize that people want you to succeed. Audiences want you to be interesting, stimulating, informative
and entertaining. They’re rooting for you.
8. Don’t apologize for any nervousness or problem – the audience probably never noticed it.
9. Concentrate on the message – not the medium. Focus your attention away from your own anxieties and
concentrate on your message and your audience.
10. Gain experience. Mainly, your speech should represent you — as an authority and as a person. Experience
builds confidence, which is the key to effective speaking. A Toastmasters club can provide the experience you
need in a safe and friendly environment.

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