Features and benefits – two key elements of any sales course. After all, understanding them and the differences between them is part of the foundation of making a sale.
If you want to be persuasive, benefits have to be at the core of your presentation – the tastier the better. Let me explain:
If you’re like me, you learned earlier on that …
features are what a product has; benefits are what it does.
But sometimes, what you think are benefits aren’t. They’re often not personal enough. They’re not compelling. To REALLY sell, your benefits have to be specific. They have to give your audience a specific gain . . . one they can personally feel, or imagine.
Benefits have to personally and emotionally affect Read More …
Ever get really, really lost? You’re in the driver’s seat and your navigator hasn’t bothered to keep you up to speed on where you are? It’s the single biggest fault with presentations.
Presenters know where they’re going – they just don’t share the map with the audience.As presenters, we need to keep our audience on track. Tell them what we’re going to tell them up front … and then keep them up to date as we move through the presentation. Otherwise, they get lost.
“Sharing the Map” keeps your audience on track throughout your presentation.
So here are three visuals things you can do to help keep your audience on track.
One. If you have more than say three points, have an agenda slide. Read More …
OK, you’re getting ready give a presentation to a corporate audience . . . with speaker support. And you’re nervous – the last thing you need to be doing is futzing around trying to find the show button on the bottom of the screen. Click on the wrong one and it can really throw you for a loop. Nothing worse than appearing disorganized … on stage … in front of your peers. Been there, done that!
There is nothing worse than appearing disorganized at the very start of a presentation … on stage … in front of your peers!
Presenter View (PowerPoint)
Here’s a little known trick to avoid the problem altogether. If you’re using PowerPoint, save your presentation file as a “show” file. When Read More …
Here’s the rule for all of you that are hooked on text slides. It’s the rule of 66. It means six lines of text MAX, six words per line MAX. And a title, of course.
Don’t do this!
Any more and you have a cluttered slide – like the one on the left. This is an actual slide from a recent convention. It wasn’t even up long enough to be able to read it all! Do you think your audience will remember all this plus the rest of your presentation. (I guess that doesn’t need an answer …)
And don’t tell me you can’t get a point down to under 6 words. I have yet to come across a situation in which that was true. Read More …
There isn’t anything that connects you with your audience more than your eyes. We call that eye contact.
Now, I don’t mean cursory, flit around the room eye contact – I’m talking hard core at least two sentences long eye contact. That’s what works.
Beginning speakers know they have to have good eye contact and so they make sure they scan the room and try and spend a couple of seconds on each person. That’s the ADD method.
People know when you’re talking AT them rather than TO them. If you’ve sat in the audience when a speaker scans the group and never really connects with one person, you know you don’t tend to get really involved in the message.
What to do with handouts? Do I give them out before I speak, after … during?
Here’s the traditional handout. Three slides to a page – a place for notes on the right hand side.
The pros – an appropriate place to write notes – right next to the visual they relate to. People remember things they think about and write down. That’s good!
Cons – rustling papers, which can be distracting. People flip ahead. And after your presentation, maybe one percent ever look at them again. So you do all that work, kill a tree or two and it generally ends up in the round file.
More cons than pros.
If it’s just a simple print-out of your presentation screens, they’re usually hard to Read More …
With over thirty-five years in advertising, marketing, and television, Peter brings a wealth of knowledge and business experience to any situation. From the top retailers like The Bay, to Canada’s largest energy multinationals, Peter has been at the forefront ...