In this Issue
Effective Ways to Consume Less and Live a
When you consume, ask yourself, why are you consuming?
What hole are you artificially trying to fill by
purchasing more and more things?
>> read more
Are you a
Chronic Worrier How to Crush this Crippling Habit
Here are a number of tools that you can use to prevent worry
from having a crippling and suffocating affect on your life.
>> read more
How to Wake Up Early: The Definitive Guide
how do you build the habit of waking up
early without feeling like a mess in the morning?
>> read more
The Sales Presentation
have been written about the skills needed for successful
sales presentations. Advice abounds about how to present
benefits, not features; how to conduct product demos;
how to use influencing techniques; how to establish
rapport; how to close; and more.
sales performers embrace not only these sales skills
but, most importantly, this fundamental of effective
presenting: focus on the audience. They are clear that a
sales presentation should be a dialogue between
salesperson and audience. Most sales presentations
typically involve small enough numbers of people to
DOES FOCUS ON THE AUDIENCE MEAN?
easy to use a term like this and assume that everyone
understands the same thing. But there are specific
behaviors to adopt to demonstrate genuine audience
Top performing salespeople may not always be the most
experienced public speakers...but they do know that
audience focus is the key to every presentation's
- Be Flexible
Observe your audience's reactions as you're
speaking. Be prepared to pause the presentation if
you notice any confusion, skepticism or boredom.
It's better to address these issues rather than let
them grow. Notice any signs of agreement and
reinforce them. Be flexible enough to deviate from
your planned comments and pursue a different
conversation if that seems important to the
audience. If you know your material well enough,
you'll easily be able to get back on track.
Questions Do this frequently during the
presentation to assess the audience's understanding
and buy in. This also allows you to uncover
objections early so you can address them.
Incorporate their answers and reflect them back, as
appropriate, later in the presentation.
- Show Emotion
If you're not enthusiastic about and committed to
the value of your product, your service or yourself,
why would your audience be? Sincere enthusiasm will
enhance your credibility. As well, relating to your
audience on a human level helps establish rapport.
Listening [that means not talking!] to your
audience's comments will give you insights into how
they're receiving your information and what
underlying thoughts, concerns or questions they
might have. Give them your full attention and don't
prepare your answer while they are speaking.
Professionally speaking: Kathy Reiffenstein's blog
on creating confident, persuasive pseakers
Just for Fun
Your Mind With Creative Visualisation
Creative visualization is the technique of using your
imagination to create pictures of yourself achieving a
desired goal or outcome and focusing on that image until you
achieve your objective. Use the power of your
imagination to create what you want in your life.
Let go of your limitations -