How do you cope with sales presentation anxiety and nervousness?

Most of my clients practice their presentations. And most of them do it in the same way. They print their script, they stand in front of a mirror (not a bad idea) and then they read it. And, read it. And, read it again. Look, reps are good, but practicing with a purpose is even better. Here are two of my top tips to help clients Practice with a Purpose. Record yourself - I guarantee that you will always learn something to help you improve. Time yourself. Chances are that you'll finish within the time you've allowed because we always speak more quickly when nervous. Then I challenge them to then re-read at 65% of the pace and they almost always go way. Practice with a purpose and you'll see an immediate and positive impact.

I once worked with a client who was paralyzed by fear before their presentations. Through rigorous preparation, they transformed their approach. Develop a detailed outline Rehearse multiple times Record and review practice sessions And don't forget to Sell smart, close with confidence.

I once took an effective presentations class at Cisco's HQ in San Jose that was led by the people who coach & prep Cisco's Executive Leadership Team. The person running the class told us something I never forgot - she said, "You may look at the ELT when they present and think, wow, they are super polished, great communicators, great presenters. But the reality is that they rehearse, rehearse, rehearse. To the point where they can present without even needing to see the slides. IT'S A SKILL. And like any skill, the more you practice it, the better you become." So I've always tried to follow that - know my material cold and keep seeking opportunities to present so I get more practice & experience.

I used to be very nervous in the early days, but there were a few strategies that helped me significantly: - Preparation is key: You can’t just hop on a call without knowing the agenda. It’s also crucial to understand who you’re speaking to by researching the person beforehand. This not only helps in building a strong rapport but also makes you feel more at ease during the conversation. - Practice: Sales is an art that needs to be learned and refined as you progress in the field. Each call is unique, with different people and situations. Consistent practice, combined with thorough preparation, can help you feel more confident and reduce nervousness.

I've used many different techniques to help me calm my nerves. Deep breathing, arriving early and being prepared are key. But, the best piece of advice I've seen is a quote from Nick Sagan. He said “Everybody thinks you practice something to get it right. You really practice it until you can’t get it wrong.” Great quote, but you also need to practice with a purpose. That means practicing in a simulated way that provides a sense of real pressure and consequence. Practicing in front of an audience is a great way to simulate real world pressure. Do that and you will definitely build your confidence.

One client I coached struggled with anxiety and found that focused breathing techniques helped them stay calm and collected. Use deep breathing exercises Practice mindfulness techniques Implement a pre-presentation routine And don't forget to Sell smart, close with confidence.

One of the best breathing techniques that I've used to help relax is to breathe in deeply through your nose for four seconds. Then, hold it for four seconds. Then, release the breath through your mouth for 7 seconds. Do that 5-7 times and you will definitely feel the effects. If find that if you combine this breathing technique with standing and holding a power pose, the results are even better. You will be relaxed and feel much more confident. That way, you are prepared to deliver you best presentation ever.

I had a client who initially struggled with engaging their audience. By focusing on connecting with their audience, their presentations became more impactful. Start with a strong story Ask open-ended questions Use audience feedback cues And don't forget to Sell smart, close with confidence.

One thing that I've found incredibly helpful is to arrive early and engage with people one on one. This can even be done in virtual presentations. When I am presenting live, I will approach each person individually as they enter the room. I'll shake their hand and introduce myself. Then, I'll ask a couple of questions to show interest in them personally. Things like where they are from, how long they've been with the company, where they went to school, their favorite sports team. Anything that can help me make a personal connection with them. Inevitably, there will be at least one thing that I can connect with in a credible way. That really helps build trust and credibility.

A client of mine used feedback from each presentation to refine their approach continuously, leading to significant improvements over time. Analyze feedback constructively Implement changes promptly Attend relevant training workshops And don't forget to Sell smart, close with confidence.

It can be painful, but it's worth it. Almost no one likes to receive 'constructive feedback.' But, the truth is, until you know, you'll be stuck at whatever level of presenter you are. And, all of us can get better. All of us! So, reach out to friends and colleagues who you can trust to provide honest feedback. Colleagues who you look up to as really great presenters. Tell them the areas you are working on and ask them to be honest in their feedback. As the saying goes - no pain, no gain. Yes, it can be uncomfortable but the greatest growth often time comes from our most uncomfortable moments.

PACE is vital! Most people, when nervous, have a tendency to talk fast. And most of the time you don't even realize you're doing it! It's helpful to record yourself and watch & listen. So I'm always reminding myself to sloooooow down. Slowing down also makes it easier to present because it gives you more time to gather your thoughts. One thing that can also help with that - use ChatGPT. Many people don't realize this, but you can upload a clip of you presenting and it will give you feedback. You can specifically use a prompt to ask how your pacing is. Very insightful!

Research proves that a relaxed speaker conveys confidence to the audience. In fact, the number one factor influencing the audience's perception of the speaker is their level of comfort and relaxation. That does not mean that you should come off as casual and unprofessional. That does meant that you should do everything in your power to actually feel relaxed. And, if you've tried it all and still don't fell relaxed, FAKE IT. Research also proves that you can trick yourself into at least appearing relaxed. Continue to tell yourself that you feel confident, you feel prepared, you will deliver excellence - then, even if you don't feel completely that way, chances are that you will appear that way to the audience.