Closing The Deal – Present Measurable Benefits

Today, most advanced sales professionals know that they should focus on the benefits customers reap from their product or service, and not the features. (If you’re still focusing too much on features, you need to change!) Saying that things are better, faster, cheaper, more efficient, cost-effective, long-lasting, smarter, etc. sounds good, and may get the listener’s attention, but it doesn’t motivate action.

People want to gain rewards and avoid the risk of pain. Making things measurable enables people to grasp the true gain/pain motivation. Which option is more persuasive:

A. This is an energy-efficient Air Conditioner.

B. This Air Conditioner, which costs $200 more than the other, will save you $16 per month on electric bills. That means over 25 months, the savings will pay twice what you initially paid.

The savings angle has a second side: the risk of pain incurred if you do not make the investment. For instance, if you do not buy the Air Conditioner in the prior example, you will pay an additional $16 per month in electric bills. If the Air Conditioner lasts 5 years, you will be spending over $500 extra over the life of the machine, which is much more than you would save by buying an energy-efficient option.

Remember that every sales presentation is really a form of brand management, and by focusing on the advantage(s) that your product offers over the competitors’, you can effectively counter-punch the opponent without badmouthing them. So the next time you’re making a sales presentation, be as concrete, measurable and monetized as possible.

Killer Powerpoint Templates That Help You Ace Your Presentation

There are hundreds of PowerPoint templates in the Microsoft Office library and thousands other available for download online. What are the criteria for choosing a PowerPoint template that could help you to ace your presentation?

Here are the top four points I have just brainstormed:

  1. Match your topic: the PowerPoint template should have the theme built in to every slide. You need a template that assists you to speak on your topic. If you are doing a presentation related to classical music, there is no point choosing a template that has a IT theme. This is very clear!
  2. Simple and clear: do not choose a PowerPoint template that has too many colors as background and distract your audience from reading the content. Do not choose an animated template unless your topic matches closely with that theme.
  3. Right Font: do not use a template that have a lot of pre-set small text. There is nothing wrong to use bigger font size but it’s definitely a problem using a very small font size. Remember! Your audience needs to read your stuff! Do not exact them to read your stuff on your printed copy of PowerPoint presentation.
  4. Graphic built-in: there are some websites out there that have ready-to-use charts and graphics. This will save you the time to redesign all these nice stuff. Why re-invent the wheel if someone has already done it for you.

At the end of the day, there is one main clear point to remember: WE as PRESENTERS are the number one visual for our audience. Our PowerPoint templates are just be there to assist us.

Are Your Presentations Improving Communication?

Are your presentations truly working? Great presentations inspire people, improve communication and help people create great things together. Learn 7 must-have tips to give awesome presentations.

In today’s market, busy professionals are looking for tips and tricks to answer common challenges in business communication. With not enough hours in the day, it’s still important to expand on your skills or improve your existing communication skills.

Keep these 7 tips in mind to improve, strengthen and deliver powerful presentations.

1. Focus on What’s Relevant
Strive to focus on highly relevant content, topics and discussions. By keeping this a top priority, also keep an open mind. You may need to adjust, adapt or realign your message-at the last minute.

If you are focused on relevance, you’ll spot news, trends, statistics and information in the days and hours prior to your presentation. This kind of attention will help you instantly refine your message to match the moment.

2. Immerse In Key Issues
While striving for relevance, be certain to immerse yourself in your client’s world and key issues. Far too many business professionals believe they are doing this…but their audiences don’t agree.

If you’re presenting to a target group, do informational interviews prior to building your presentation. This will save hours of work and loads of headaches.

3. Face Your Audience
There’s nothing worse than a presenter who is reading his or her notes, facing the equipment instead of the audience.

Whether you’re working with an in-room audience or a virtual one, make eye contact. If you’re selling at a whiteboard, write, draw, and then turn. Talk directly to your audience…not to the board.

This takes some practice-and working with an executive coach and video taping rehearsals is the fastest way to improve.

4. Improve Interaction
Highlight opportunities to discuss, interact and invite participation. Practice your skills of thinking on your feet, responding to questions, and feeling confident for impromptu discussion.

If interaction is a challenge, get specific pointers in a presentation skills training. Within a matter of minutes, you’ll learn exactly how to respond with ease and poise.

5. Show evidence
While stories, quotes and statistics are terrific credibility builders; nothing is as strong as physical evidence. Make sure to weave tangible evidence such as props, physical objects, and prototypes into your delivery.

While this may seem obsolete or old-fashioned, don’t knock it until you try it. Nine times out of ten, participants will want to get a closer look, hold the object, and ask questions about the evidence.

This is one of the fastest ways to build connection and improve communication.

6. Be Authentic
Put simply, be yourself. Much like dating, if you start out being yourself, you won’t have to be artificial or false in the future. Use your natural strengths and talents to be a unique and easy-to-understand communicator.

7. Add Human Touch
In presentation skills training, there are many tips, techniques and steps to improve. Yet you must look deeper. What is the heart of communication? Human touch.

Keep this in mind as you’re growing skills to be the world’s best communicator. Add human touch. Speak from your heart. Show that you care. Take an extra step. Reveal a little more to show that you’re human.

As the world grows increasingly complex, it is up to communicators to go the extra distance. Challenge yourself to not settle for ‘alright’ or ‘so-so’ in presenting. Up your expectations and go for awesome.

Then, when everyone wants to know your secret, let them in on this. By keeping human touch at your heart, you’re making a difference…one awesome presentation at a time.