Serious Common Mistakes in a Presentation

There is a serious common mistake made by salespeople during presentations that happens way too often. It involves starting right into the presentation without first establishing a few things. A presentation done properly consists of at least 4 parts.

First, establish rapport and a reasonably high level of trust.

Second, spend the time to clearly identify the problems and needs of your prospect.

Third, give your presentation.

The last part is the close itself.

These parts are not established in stone somewhere, you must be flexible. Every time you ask a question, your presentation and steps may change just a little, even though the goal is always the same.

Let me explain. Your presentation is really an entire closing process. Once you have established some kind of common ground and trust, you begin to ask questions trying to uncover their ‘hot’ buttons. You always remain alert to the answers given to find out what they are really concerned about. These answers may change your presentation’s emphasis on certain solutions that your product or service may solve.

At every step of the way, you want to restate the problem or goal as you understand it to gain their approval. In fact, the best way to begin the formal part of your presentation is the restate the problem or goal that you and your prospect have mutually identified. This is critical to your success. You are trying to present a solution to a problem they have, not one you think they have.

Then you move from the general to the particular. Again, it’s important that you ask questions along the way to gain agreement. “How does this sound to you?” “Does this make sense to you so far?” You see, this is really just a trial close.

If you remember, a trial close is a series of questions designed to get agreement along the way so that when you actually ask for the order or begin writing the order, it makes total sense. They have agreed with you all along, if they agreed with everything, there is no reason that they shouldn’t move ahead.

Today, I just want you to start thinking of your presentations as a closing process, not just telling your prospects about yourself and your company. The whole process may take several visits, but the end result of any presentation process should be walking away with an order in your hands.

If you haven’t established good rapport and a reasonably high level of trust and spent the time to clearly identify the problems and needs of your prospect before you launch into your presentation, you’ll be trying to close them on a solution that solves a problem they don’t have. You will have started your closing procedure way too soon.

How to Boost Your Business With Online Presentation Skills Training

In tough economic times, everyone is looking for new ways to boost business. You aren’t alone in renewing your efforts to find a new tip or technique to give your business a boost.

As an entrepreneur, small business owner or professional, you may have pulled in the reins on spending during the recession. However,without new skills and specific training, you will not have the right tools to succeed in today’s marketplace.

Training spending is a lot like an accordion. Contracting and expanding is a natural part of how it works. This process is going on in small companies and gigantic global organizations. The outcome: more and more people are turning to online training solutions to get the business and presentation skills they need. Specialized training in presentation skills is picking up.

Think about this for a moment.

A lot of companies want to beef up business. To do this, they need to develop a consistent high quality of presentation skills. This is true for global companies who need to attract and serve clients around the world.

And it’s equally true for tiny businesses that need to make a positive impression on local and regional clients.

Whether you are in sales, services or software, your business day is chock full of business presentations. Typically, professionals spend more time in meetings and presentations than at their desks. As your career progresses, exceptional presentation skills are essential to achieve your career goals.

In the past, a lot of small businesses and global corporations relied on public seminars or customized in-house training. Today, the landscape of training has shifted.

No one wants to spend the time or money for costly workshops. Instead, most companies want flexible and lower cost alternatives – that provide opportunity for self-paced training.

If you’ve been waiting for your organization to host a presentation skills class, stop waiting. If you’ve been thinking that your only choice is bringing in a high-priced consultant to review your sales presentations, you have an alternative.

Now is a time to get online instruction at a fraction of the cost. By choosing this option, you get instant access to exceptional training for yourself and your entire staff. Plus, there are added benefits. Virtual training is all green. You aren’t contributing to waste, there is no carbon footprint, and it’s good for the environment.

In addition, online training is instantly accessible from anywhere. This makes it an ideal solution for professionals who are on the road or working from remote locations.

Many of my clients rely on online courses to manage the diverse and changing needs of their staff. For instance, if you have boosts in hiring and promoting, virtual training is an ideal way to get everyone up to speed. You don’t have to wait until you have a full training class to get everyone the skills and support they need.

If you are looking for a flexible and low cost alternative to prepare your staff to succeed, this could be the best solution.

Boost your business results with online presentation skills training. Get a fresh start by building the right skills for you and your staff. 

Creating 3D Presentations

In a typical architectural office, the method of modeling you choose often depends on the comfort level of those performing the work. You should, however, familiarize yourself with all three methods to have a variety of tools options.

There is no right or wrong way of creating 3D presentations and the last thing you want to do is to rely on only one method of modeling scenes. In the real world, you will use a combination of methods.

Think of it as buying a large set of mechanics tools. You get several cabinets (software packages), each with several drawers (menus and panels). Each drawer is filled with unusual tools (commands and modifiers). Until you familiarize yourself with as many tools as possible and have a feel for where they are and when best to use them, there is no way you can fix a car in a productive and cost-effective manner.

Even though you have the tools to model incredible detail, however, keep in mind that not all detail has to be modeled. Most 3D programs have the tools to create the illusion of 3D geometry when none exists and a productive office must know when it is appropriate to simulate complex geometry instead of modeling it.

Some 3D tools for simulating geometry are:

Bump Mapping

Opacity Mapping

Environmental Backgrounds

A couple of helpful books for anyone creating buildings and everyday household objects are the student or professional versions of Architectural Graphics Standards by Ramsey/Sleeper (John Wiley and Sons) and The Architect’s Portable Handbook by Pat Guthrie. For years the professional version of Architectural Graphics Standards has been the bible for architects and builders as a reference for the determining sizes of almost everything you can imagine from restaurant equipment, to sports field layout, to standard construction methods.