Connect with us

Presenting

Don’t Just Pitch, Strive to Engage

Packaging is everything. Not the sticky kind you remove from chocolate, but the way in which you bind the elements of your sales pitch together.

Douglas Kruger

Published

on

DontJustPitchStriveEngage

Most sales people know the specifics of their product or service so well that they can rattle off one fascinating factoid after another. That’s a good start. But it may not be enough to clinchthe deal in a presentation. There is a certain art to being convincing. It’s more than just giving out information. Persuasive speaking is like a ballet,with its own tensions and manipulations of energy. But learn the moves, and you will be engaging. Here are three ways of changing your pitch from a delivery of facts, into a persuasive argument:

1. Use a problem/solution formula.

Instead of beginning with ‘what your product can do,’ create a short story that highlights the problem it was designed to solve. Then, begin your pitch with the problem, and lead up to the solution. Let’s use the Gautrain as an example. The ‘what it can do’ approach would have you saying: “The train will move large numbers of people around the city very swiftly.” However, the problem-solving approach would sound more like this: “Traffic in Gauteng is increasingly congested. Each year it moves slower and slower. Productivity is lost and frustration levels are at a premium. That’s why we’re introducing the Gautrain!”

This problem/solution approach naturally builds a pleasing ‘tension-and-release’ rhythm into your presentations. It gives your solution much greater relevance by positioning it properly.

2. Use leading questions.

Specifically, use leading questions to which you already know the answer. For example, you might ask, “What is the most frustrating problem you face in this department?” With a degree of experience,and perhaps some scouting, you may know precisely what the answer will be. Or you may know what the top three answers are likely to be. Then, when you hear the one you’re after (for example, “Our sales people are not very good presenters”), you can transition into your solution, which might be a training course in presentation skills.

By asking your prospect about problems that they face on a daily basis, you are setting up emotional investment on their part. You have created a certain tension, which you will then relieve with your relevant solution.

3. And remember: It’s not a one man show.

Get your customer to do something –anything – that is part of a process. You might ask him to put a number to something, rate a frustration out of ten, fill in a graph, switch on your product, or simply describe a typical day. By getting your customers to do something, you involve them in the sales process.

Always remember, the deal does not lie in the delivery of facts. It’s about the subtler art of persuasion.

Douglas Kruger is the only speaker in Africa to have won the Southern African Championships for Public Speaking a record five times. He is the author of ‘50 Ways to Become a Better Speaker,’ published in South Africa and Nigeria, ‘50 Ways to Position Yourself as an Expert,’ and co-author of ‘So You’re in Charge. Now What? 52 Ways to Become a Better Leader.’ See Douglas in action, or read his articles, at www.douglaskruger.co.za. Email him at Kruger@compute.co.za, or connect with him on Linked In or Twitter: @DouglasKruger

Presenting

(Video) Get More Attention For your Business

Lindsay Broder, The Occupreneur Coach, explains the importance of communicating your unique skills and the value you can offer clients in this short video.

Entrepreneur

Published

on

Get-More-Attention-For-your-Business_Video_Presenting

Demonstrating what you bring to the table isn’t always easy.

Lindsay Broder, The Occupreneur Coach, explains the importance of communicating your unique skills and the value you can offer clients in this short video.

Related:

 

Continue Reading

Presenting

(Video) How You Can Make Your Next Presentation Memorable

How to make your pitch memorable.

Entrepreneur

Published

on

Carmine-Gallo

From delivering board room presentations to speaking before a live audience, speaking publicly is something most of us will have to do at some point. But if we’re going to take the time to develop and practice delivering a presentation, we want to make sure the content and the “performance” are memorable, right?

In this video, keynote speaker and communication coach Carmine Gallo offers his top tips for how you can make your next business presentation one your audience won’t soon forget. Gallo is author of TALK LIKE TED: The 9 Public Speaking Secrets of The World’s Top Minds.

Gallo recommends following the “rule of three.” Instead of presenting 15 or 20 points, stick with three or four features or pieces of advice. Why? It’s easier for people to remember and stay engaged with what you’re saying.

“It’s almost impossible for the human brain to ignore that group of three,” Gallo says. “We have to know what those three are.”

Continue Reading

Presenting

(Video) How to Hit the Presentation Content Nail on the Head

Building better business presentations.

Entrepreneur

Published

on

How-to-hit-the-content-nail-on-the-head-for-presentations_Video_presenting_sales

Avoid the glassy-eyed look from your audience by creating a strong presentation that delivers an exciting experience. Pam Slim delves into her process and techniques for choosing content to fill her presentation slides.

“Ask yourself: What do you want people to walk away with?”

Related:

Continue Reading
Advertisement

SPOTLIGHT

Advertisement

Recent Posts

Follow Us

Entrepreneur-Newsletters
*
We respect your privacy. 
* indicates required.
Advertisement

Trending