Your Life as a Salesperson;
Like it or not, we are all salesmen, as I stated in my last piece. Our lives are made up of several "sales presentations," often known as making the greatest possible impression of ourselves. You are delivering a presentation whether you are out for a job interview, vying for a promotion, or just persuading your team that a task has to be completed.
The term IPRESENT may be used to describe how to become an expert at it! The stages "I" through "E" were addressed in my previous column:
I urge you to engage the crowd.
P - get your audience ready
R stands for "research"
E: Justify the "Why"
Today, let's complete the acronym.
The letter "S" stands for state management. An effective presenter must be in a state of mind that is consistent with the message. If you don't think that's true, try motivating your sales team when you're miserable; it won't work! You need to be conscious of and in control of your own and your audience's mental states in order to maintain open lines of communication. There isn't enough room for me to go into detail on how to achieve this, but here are some helpful pointers. AAI, or act as if, comes first. Act like you would like to feel, it's
How this works is incredible. If required, use music to establish the tone, dress the part, and find a way to calm your nervousness that suits you. Keep in mind that you are in control and that presenting mastery is about accomplishing your goal rather than being flawless.
E stands for removing the unknowns. Most people's lists of worst fears include a high ranking for dread of public speaking. You can have particularly high levels of nervousness, exhibit poor voice quality or unfavorable body language, and be unable to react to audience criticism. You can concentrate on your audience and their requirements when you can control your nervousness. Asking ourselves a series of "what if" questions are the fundamental strategy we use to do this. Owning the issue is another method to get over our fear. Practice, practice, practice. Check your notes again, and get ready.
Employing the second letter of the word "know"—as in "Know Your Audience"—"N" is slightly misleading. Meeting their requirements, calming the situation down, and avoiding blunders are the three fundamental things you must do while presenting to one or many people. You'll have the ability to adjust your goals to suit their demands if you have a solid understanding of the listeners. Additionally, you may use this to ease the "audience-presenter" tension and help them pay attention to what you have to say. Knowing your audience's viewpoints clearly can help you recognize any possible "hot buttons."
Tailor Your Presentation Throughout is denoted by the letter "T." Boring listeners results in either missing goals or complete failure. You need to be adaptable and audience-focused. To do this, you must employ tactics that allow you to receive audience input; you must also identify the root of the issue you're addressing; and ultimately, you must decide which solution to implement.
When you're speaking, keep an eye out for nonverbal cues like eyeing the clock, tapping your feet, and catnaps. Ask for input when any of these occur, such as "Is it too warm in here?" or "Should I pick up the pace?" That diverts the audience's attention—or lack thereof—and prompts them to return to your speech. It's crucial to keep in mind that the mind can only take so much before it becomes uncomfortable. Sometimes the solution is as straightforward as taking a little stretch break.
When you recognize that life is a series of presentations, the methods for getting your most desired
results are right at your fingertips.
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