Yes, I know that due to huge technological advances in the field of video conferencing etc. we are conducting far less face-to-face meetings these days: Indeed, the harbingers of doom are predicting that "personal selling" is shortly to be consigned to the annals of history. But for the time being, most professional salespeople have to be involved in a presentation at some time in their sales career - Top 5% players present their proposals every time.
Presentations allow us to:
• Influence a group of important people
• Gain consensus and commitment
• Find out who the real players are and their real status
• Set the ground rules for a major sale
• Make a lasting impression of professionalism
When it comes to the enthusiasm that sales professionals have for making a presentation, they broadly fall into four categories:
An Avoider does everything possible to escape from having to stand in front of an audience - in some drastic cases, salespeople may seek positions that do not involve making presentations.
A Register is also extremely hesitant of speaking in public. However, Registers may not be able to avoid speaking as part of their job, but they never encourage it. When they do speak they do so very reluctantly.
The Acceptor will give presentations as part of their job, but does not seek opportunities to do so. Acceptors occasionally give a presentation and feel they did a good job. They even find that, once in a while, they are quite persuasive and enjoy the experience.
A Seeker looks for opportunities to speak. They understand that anxiety can be a stimulant which fuels enthusiasm during a presentation. Seekers work at building their professional communication skills and self-confidence by speaking often.
The reality is that making presentations is an essential sales skill and, as I highlighted earlier, Top 5% achievers are very good presenters. Any salesman or woman, who has ambitions to become the best in their sector or industry, will need to ensure that they can deliver dynamic, convincing and professional presentations, whenever they are called upon to do so.
Becoming a Seeker is a pre-requisite for success!