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For years, I’ve been coaching and teaching "authentic leadership": how leaders of companies must handle themselves to inspire a culture of positive growth among employees, strategic partners and investors. Recently, I was working with a few executives to overcome their public speaking fears and presentation anxieties and introduced the concept of authentic presentations, as a tool to help them recognize why they lose power when presenting.
Presentations are focused conversations. Most of us are effective conversationalists - because to some extent we know what we want to say, and say it in a way that is consistent with our values and beliefs. Such authenticity gives us power when speaking, enabling us to become persuasive. When we feel good about our message and the method in which we’re presenting, feeling authentic empowers us to harness all our capabilities to deliver a compelling presentation. Just watch the most dynamic self-help speakers and sales people when they exude authenticity.
Unfortunately, the opposite is also true. When your inner voice tells you that the message isn’t organized in a way which we think would be compelling, but are forced to present it according to someone else’s standards, we don’t feel authentic, and that feeling robs us of enthusiasm and energy for the presentation. Recognizing in ourselves that we’re uncomfortable, the cycle feeds on itself and we become self-conscious. We start paying attention to our nervous reactions rather than fully focusing on the audience’s needs and reactions to what they hear. The result, all too often is a desire to get it over quickly, rather than confidently connect logically and emotionally with the audience.
Shakespeare had it right when he said "to thine own self be true...". Be an authentic presenter - feel integrity in what you say and how you say it, and you’ll deliver a winning presentation for the audience and yourself!
Today, most advanced sales professionals know that they
should focus on the benefits customers reap from their product or service, and
not the features. (If you're still focusing too much on features, you need to
change!) Saying that things are better, faster, cheaper, more efficient,
cost-effective, long-lasting, smarter, etc. sounds good, and may get the
listener's attention, but it doesn't motivate action.
People want to gain rewards and avoid the risk of pain. Making things measurable
enables people to grasp the true gain/pain motivation. Which option is more
persuasive:
A. This is an energy-efficient Air Conditioner.
B. This Air Conditioner, which costs $200 more than the other, will save you $16 per month
on electric bills. That means over 25 months, the savings will pay twice what you initially paid.
The savings angle has a second side: the risk of pain incurred if you do not make the investment.
For instance, if you do not buy the Air Conditioner in the prior example, you will pay an additional $16 per month in
electric bills. If the Air Conditioner lasts 5 years, you will be spending over $500 extra over the life of the machine,
which is much more than you would save by buying an energy-efficient option.
So the next time you're making a sales presentation, be as concrete, measurable and monetized as possible.
Digital Risk
The next-generation risk mitigation solutions provider for the mortgage
industry, appeared on Fox Financial News. Click here to see the clip.
VUANCE
A provider of innovative Radio Frequency Verification Solutions, delivered its first Virtual Investor Presentation. Click
here to view it.
SPO Medical
A leading developer of portable biosensor technologies, delivered its first Virtual Investor Presentation. Click
here to view it.
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During
this program we'll practice by delivering your own presentation, and getting
feedback from video & group. To promote your company, service or product -
and your career, don't miss this workshop. To register for the Early Bird Special, 
