Q:I feel very bad whenever I lose a sale and more so when I lose it in the final round after being shortlisted. Time and again, this dismal result keeps showing up and I really do not know why I fail.Can you help to throw some lights on how I can do better presentations?
A:The first thing is to get rid of the myth that getting to do a sales presentation is the final seal in getting the sale. It is still far from it. So, accept it.Without this high expectation, you will be more relaxed and less stressed with your presentations and more accepting of the results, whatever they might be. Even if you are good, there is no guarantee you will get the sale as there are many other factors to be taken into account too.
With this as your new mindset, you can start to fine-tune your presentation in a few areas for highersuccess rate. The first is to avoid the ‘cut and paste’ type of presentation that is being used by everyone. Remember no two presentations are the same. Audience differs. Their needs differ too.
Always make it a point to know what your prospects are looking for before the presentation.Doing this will not only impress them of your special interest in them but also help you to steer your presentation accurately to the way they want it to be.
Always make it a two-way dialogue with time intentionally allotted for Q & A. In most cases this is the most important part where you and your prospects will get a chance to experience one another.
Lastly, do all you can to make them like you. This will go a long way to make you different from your competitors.
POWERFULQUESTIONS
- What do you know about your audience before the presentation?
- How will this help you in your preparation?
- What is something you can do differently in your presentation?
- What can increase your ‘likeability’?
Corporate Coach Academy (CCA) has groomed thousands of top executive coaches in Malaysia since 2003. It offers the best leadership coaching programs accredited by ICF and corporate coaching services.