How do you get really good?

Good presentation skills alone do not win business. They are, though, a vital part of the mix. The question really is how do you get really good on a consistent basis?

The key yes or no decision, in anything, is often made on a more personal level and can be attributed to how memorable and credible was the person who made the presentation and how much do I trust what they are promising? Is this person someone I would love to do business with no matter what the product or service is and do I trust them?

It is self-evident that a sales presentation should lead to a sale, but, paradoxically, the process is less about selling than it is about buying. No one likes to be sold to, but people do like to buy and they love to buy from someone they trust. It is therefore vital that both presenter and presentation create a clear reason for the client to buy from you as opposed to someone else.  How do you go about getting that to happen on a consistent basis?

Put at its simplest, people don’t buy pitches or even good performances, they buy differentiation. They want you and your product or service to be credible and trustworthy and then all the other details fall by the wayside. Most decisions are not commodities they are often made on a very subconscious level and getting to that level is very simple if we employ a disciplined approach. We qualify where we want to go and who we want to go there with. Then every step of the way we measure who is participating and to what degree.

People buy something every moment of every day and almost without exception they end up buying Ideas, concepts, products or services presented in a thoroughly persuasive and engaging sales presentation by someone they have come to believe they can trust.   So how do you get really good at selling ideas, concepts, products or services? 
Which is what pretty much everyone does, everywhere, no matter what their job title or position may be in life.

Be clear, confident and compelling.
·         What is my objective?
·         Am I following a disciplined process and structure?
·         Is my ‘call to action’ clear and compelling?
          Are people cooperating in my call to action?
·         How much do I know about my target audience?
·         Am I asking questions and listening intently?
·         What is their profile and what are their expectations?
·         How do I keep them fully engaged?
·         How will this person remember me a year from now?
·         What am I saying or doing to ensure that?
·         Why will this person remember me a year from now?
·         What am I saying or doing to ensure that?
·         How do I ensure this person takes a first action today?