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.

Negotiating Debt Settlements

If you thought that debt consolidation is the only way to settle your debts, think again. There is another effective method by which you can pay off your creditors and it is debt settlement. Debt settlement, otherwise known as debt negotiation is a process where you or a qualified professional contacts your creditors and negotiates your debts to a subsidized affordable amount.

Negotiating debt settlement can be a very economical option to pay off your debts. You can hire the services of a professional debt arbitrator to handle the negotiating process on your behalf or you can even consider doing it yourself with the help of expert advice and tips. Usually debt settlement services offer resources that can help get the best settlement but it is crucial that you find an ethical agency to get the best quality services.

Debt settlement can effectively help save you money, but you need enough finances to make a lump sum payoff to your creditors. Before going for debt settlement, you need to determine your affordability to arrange for the money to pay off your debts. The most common ways to arrange the required money is through tax refunds, second mortgage, home equity loan and savings. If you are planning to apply for a loan, ensure you review your repayment abilities carefully or you may end up with more overwhelming debt.

If you have several debts to pay, it would be wise to pay off ones with the highest interest rates before the rest. Also when negotiating debt settlement, remember to arrange a deal where your creditors would not report the deficiency balance as this could impact your credit scores and your credit rating could suffer for several years.

Although most people hire professional help to negotiate debt settlement, it is possible to do it yourself. Here are some things to keep in mind if you decide to negotiate debt settlement yourself:

ASK FOR A CUTBACK: It is always wise to ask for a cutback on your debts even though your creditors may try to pressure you for the full amount.

DO NOT BE HASTY – Never rush through the negotiation or you may end up making a pricy mistake. It is crucial that you remain calm, thorough and focused throughout the meeting.

NEGOTIATE ON TERMS – It is very important that you negotiate on terms to settle the debt. It is not as difficult as it may look and is pretty simple to master the terms and conditions. There are several programs that can guide you in negotiating debt settlement to help reach your desired outcome.

Master The Uncertainty Of Presentations

Why try to fool ourselves? Presenting to a group is fraught with uncertainty. If you want to know exactly what will happen at every moment, you’d be better off hiding in the closet. Here’s the secret for feeling confident in every situation…

In spite of extreme risks and rampant uncertainty, giving presentations and speaking in public are a part of every professional’s life. Certainly as you progress in your career, you can expect to give more presentations. And each public speaking event is likely to present more challenges and more uncertainties than the last one.

What’s the best way to cope with the unknowns?

Hmmm… does pushing the variables under the rug work?

Nope.

Let’s see. How about sneaking out the side door and letting someone else deal with butterflies and nervous jitters?

Not if you want to rise to the top.

Face the facts. The best coping strategy is not ignorance. Or avoidance. Yet, many professionals use these strategies when it comes to presenting and speaking to groups.

There is an alternative.

Learn and use a systematic approach to build remarkable presentations. Follow a simple plan to produce exciting and engaging talks. The big mistake that many subject matter experts make is: heading into a presentation without a systematic process.

No wonder the alternatives of hiding or avoiding look so attractive.

Just about everything that works well in business is a system. You have a system for strategic planning, project management, and sales efforts. Why wouldn’t you have an equally thought through system for presenting?

The only reason that consistently pops up for NOT having a presentation system is: assigning ‘presentations’ into a category of ‘unimportant.’

If one believes that presenting is not a valuable use of time, then it would make sense to not have a system for doing it.

But that’s just foolish. One 5-minute presentation in front of the right people could do a whole lot more for your career than 5 years behind a desk. You could get a promotion, seal a deal, or get funding for your dream project. One presentation could unlock doors that would never be touched if you remain hidden deep in research.

Just last week I coached a woman who was struggling with this very issue. She had so many ideas for her 1-hour talk, that she could have easily written a 700-page book. Without a proven process, she spent hours dissecting ideas, jumping from one topic to the next.

In a short time together, we whittled down the massive volume to a few key concepts and a single theme. Instead of tearing her hair out, she was able to breathe a sigh of relief.

“This process was incredibly helpful! I never could have done it without you.”

Presenting in public can be scary and daunting. There are unknowns and risks. People may sit in stony silence. Participants may ask uncomfortable questions. Problems may emerge that you aren’t sure how to answer.

But with a solid system to plan your story, share your ideas, and guide interaction…you will feel ready to take on the unknown. Interested in building your confidence and growing your presentation skills?