10 presentation skill challenges your sales team isn’t telling you
by Scott Topper
The biggest challenge for a newer sales team might be how they actually feel when they give their presentations. Many first timers want to feel confident, want to engage their audience and want to feel good about actually giving their presentations. But how is this achieved?
Good public speaking skills can change you as a person and boost your confidence. You will learn how to express yourself clearly and get your message across. Being able to speak in front of an audience is a key ingredient of success. The benefits of public speaking are huge. From delivering a formal speech, to attending business meetings and answering questions for your boss, public speaking is an important part of your career.
In a survey taken by more than 50 business sales professionals during a presentation skills training workshop I recently held, we identified 10 key questions and concerns on how to become a confident public speaker. See where your team’s challenges are:
No. 1 – Does the audience really listen or do they just read the PowerPoint slides?
It is good practice to keep your PowerPoint presentation under one hour. Use the slides to enhance your speech. The less information you place on the slide, the better (two to three bullet points works best). Don’t read the slides, but rather keep them simple and over a white background, as many people print out the presentation. Ask the audience for questions as you go along so they feel engaged.
No. 2 – How many head and hand movements are too many?
Since more than half of all human communication takes place nonverbally, audiences judge you based on what they hear and see. It’s important to have control over your body language. Movement must support the message. Your head, eyes and facial expressions usually convey your true feelings, so it’s important to communicate with sincerity to connect with your audience. Your hands can be used to express emotion and to emphasize a point. Don’t keep them in your pockets or behind your back.
No. 3 – How do I gain confidence and keep people entertained?
It is important to discuss a subject you enjoy – one you know well. This will allow you to improvise and keep things light, and help the audience relate to you. Tell a personal story or use appropriate humor. Confidence comes with practice and your ability to give your speech with a personal touch.
No. 4 – How do I prevent my face from getting red right before the speech?
Visualize yourself giving a successful speech. Remember, your audience is interested in what you have to say. Be sure to take a few deep breaths before walking up to the microphone.
No. 5 – How do I handle client questions/interruptions?
In order to control an audience and prevent them from interrupting you, it’s best to begin your speech by stating a simple outline. Remember to tell people to silence their cell phones. And make it clear as to if and when you’d like to hold a Q&A session.
No. 6 – How can I create more opportunities to practice my speech?
It is important to practice your speech as if there is an audience in front of you. Try to practice during a lunch break or create a group of two or three co-workers who also are giving a speech. This will not only give you some support, but get some feedback, too.
No. 7 – How do I improve my openings and closings?
Practice your openings and closings until you feel completely confident. Some people open with a quote, a statistic or pose a question to the audience. When closing, be sure to include a call to action and summarize your speech with a personal experience so that the audience can relate to your story.
No. 8 – What are the most common mistakes made in public speaking?
Since speaking is an acquired skill, it’s important to prepare and rehearse so that you leave a great impression. Remember not to read your speech word for word, but rather summarize the key points. Share your enthusiasm on your subject and be sure to take time to personally meet several audience members before and after your speech.
No. 9 – How do I avoid the first five minutes of anxiety?
To relieve nervous tension, try stretching and take a few deep breaths. Pretend to hear your favorite motivational song playing in your head, which may give you a sense of empowerment.
No. 10 – How do I make my speech stand out?
It’s imperative to have an emotional connection with your audience by sharing some personal experiences. This will help make your speech more memorable. Try sharing a case study or tell a personal story. Be sure to include a brief explanation of who you are. Include past accomplishments to establish credibility.
