CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – SEPTEMBER 11, 2021
Public Speaking Tips for Sales Teams Delivering Group Presentations
Prepare Your Team Ahead of Time
For many high-level sales presentations, purchasers want to hear from team members who they will be working with on the project. Please don’t let the first time that these folks speak in front of a group be when you have a big contract on the line. Get your team professional presentation training well in advance of the presentation.
Talk About THEM, Not You
Many presenters mistakenly cover a lot of detail about how great they (the presenters) are, how much experience they have, and how they are the best thing since sliced bread. The audience doesn’t care much about this stuff. They have a problem that they want you to solve. Show them how you can help solve their problems, and they will like you.
Show the Client that You are a Team
Edify each other when you introduce the next speaker. Build the next person up by sharing his/her expertise with the audience. Get the entire team involved in the presentation.
We covered this as one of the impact ideas above, but showmanship is vital to big sales presentations. You and your team have to be memorable and different. Before every presentation, come up with something new and different that you know others won’t do.
Question and Answer Sessions
Questions for Clarity
The easiest questions are those asked for clarity. The questioner is confused or curious and is looking for a simple answer. In these situations, answer the question quickly and add an example if you need to.
Questions to Test You
Sometimes, audience members may ask aggressive questions to try to test you or throw you off to see how you handle it. A great way to answer these types of questions is with an example or story related to the issue. Then, after you finish the quick tale, give the advice or solution.
Set a Time Limit
Set a time limit for questions and keep it short. Two to five minutes is standard, but some presentations require 15 minutes. Regardless, set a time limit and keep to it.
Ask the First Question if Needed
Audiences are often hesitant to ask the first question so that you might need to prime the pump. “A question that I’m often asked is…” It usually works pretty well.
When Time Expires, End It
If you can have a few more question askers waiting when you end the session, it can work well. Just say, “I’m out of time, but for those of you who we weren’t able to get to, I will be in the back of the room as you leave.” This will create a crowd of energy around you after the presentation.