Sims Wyeth founded Sims Wyeth & Company, Inc. in 1995 in order to give accomplished people the knowledge and skill they need to become accomplished speakers.
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Sales Presentations: Pivotal Moments
EmailYesterday, I sat through 7 identical new-business presentations at a client site. Each was 15 minutes long. Each was delivered by a team of three. In addition to the 21 presenters, 20 people from the company were observing.
When the last team ended their pitch, I asked everyone to pick out a strong moment–a moment that caught their attention in a positive way.
Here is what they said, in no particular order of importance.
1. When someone said, “I love my work.”
2. Whenever an example was used to illustrate a point.
3. When one person spoke in a very organized, logical way so it was easy to follow what they said.
4. When presenters translated facts about the company and its services into benefits for the prospect.
There were others, too numerous to mention here. But these few responses alone speak to the reliability of ancient wisdom.
Audiences like emotion and personalization.
Audiences like concrete examples to illustrate broad, general statements.
People want the big idea up front, and the supporting ideas in marching order behind.
They want to hear what they get from the service and how it will make them feel.
It’s easy to ramble through your material, difficult to speak so people will listen, and harder still to speak to the audience, in the language of the audience, about what’s most important to the audience.
The latter is the skill we are all in pursuit of.
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