Let's define some terms here. There are a lot of different types of sales presentations. There's sort of a first time, stop by and say hello and chat for five minutes one on one. That would be one extreme. The other extreme is okay, we've had a nationwide search, we put out an RFP to 100 ad agencies, yours is the one of the final three. All three firms are being allowed to give a three hour presentation and it's for a $200 million advertising budget.

That's a different type of a sales presentation. There's a so called formal presentation in formal presentation standing, giving a presentation to 80 prospects. There's sitting around a conference table talking to three and there's one on one. Here's what I really need you to focus on regardless of the audience regardless of the so called styler situation is this Are you being interesting to the people you're speaking to? Are you giving them interesting, useful, memorable information? That's what you need to think about.

Here's why this is significant. A lot of salespeople are really good one on one. Let's put away the PowerPoint. Let's just talk. You're really good one on one. But then the second, the situation seems to be more formal, you're standing talking to 15.

Rather than sitting talking to one or two. That's when a lot of salespeople change themselves. They change their sales presentation. Unfortunately, they often change it for the worse. They make the sales presentation worse because they feel like I need to be more formal. I'm now giving a PowerPoint so it's going to be more formal.

Well. There are a few guarantees in life but here's one guarantee I will give you, your audience. your prospects are never sitting back. In their seat thinking, oil boy, I sure wish this guy or this woman would be more formal today. That's not what prospects are thinking the only thing they're thinking about is this interesting, useful, I'm going to pay attention are boring. They're not going to make the cut.

This isn't interesting. Let me pretend to pay attention. But really, let me check my email. That's the only thing ever going on in the minds of your prospects when they are listening to you. So great sales presenters realize that their whole mentality is on the audience and they're looking at them. That's why you can't be reading power.

I'm not anti PowerPoint, but you certainly can't be reading your PowerPoint, or reading your script, or reading a computer screen. You got to be looking at people. People don't buy from people who don't look them in the eye. So you've got to be focused on your audience. It doesn't matter if it's one Doesn't matter if it's 10 100 or 10,000. You've got to be completely focused on that audience member that prospect, that potential customer, that's got to be your mindset.

Not I'm giving a PowerPoint speech today, or a technical. There's no such thing as a PowerPoint speech, a technical speech, or for that matter, a sales presentation. The only thing that goes on in the audience's mind is, it's either a good presentation or a bad presentation. You've got to focus all your energies on making this prospect. think this is a good presentation. This person is giving me interesting, useful information, memorable, and I can act on it.

That's got to be your entire focus.