IS YOUR PRESENTATION WORKING?

IS YOUR PRESENTATION WORKING?

One of the mistakes amateurs make is that once a prospect downs his or her pen and begins to pay attention to what you have to say, doesn't mean that he or she has his or her mind open to what you are saying.

Most people think at around 550-600 words each minute, while we talk at around 100-120 words per minute. Just as you can talk and think of a number of things at the one time - so does the prospect. So while the salesperson talks, he or she could be observing the prospects body language; verbal and physical responses; preparing the next sentence; thinking of the next part of the sentence and mentally preparing the next of the many trial closing questions. and all of this is done at the one time - or at the rate of 550 - 600 words per minute.

The prospect on the other hand is listening at 100-120 words per minute, and is also thinking at 550-600 words per minute about the report he has just read; the overdraft that he has just peaked again; the dry cleaning still sitting in the back seat of his car and a host of other things.

These and the many other issues going through his mind will be secondary as long as you keep him interested. If not, he may just find one of the other issues more pressing, and as he allows his mind to focus on that one point for a minute - you lose him.

The more times he drifts off, the harder it becomes to present. So you must become conscious of the fact your prospect could be looking straight at you and even nodding at the right moments and still be miles away in his mind. That's why professionals ask questions, involve their prospects as much as they can and work to pre-determined time frames as much as possible in the presentation.

That's why you need well thought through attention grabbing statements. But not only to get the call on track from the very beginning, but also to keep it on track whenever you feel you could be losing attention.

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This Article is by Peter Collins - In a sales career spanning more than 55 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and of the 140 books he has written over the past 50 years, Peter has 70 Business Books to his credit, (but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale). Peter also has written 30 Christian books. One of Peter's books, sold almost 2 million copies in the late 1970's and is still selling well through second hand online marketers worldwide. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.

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