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Sjodin Communications is a public speaking, sales training, and consulting firm. This newsletter is designed to provide content that will help individuals build & deliver more polished and persuasive presentations.

Welcome to the Presenters' Post Quarterly Newsletter

 

Note from Katelyn Lucas, Editor:

Welcome to the new and improved Presenters' Post Quarterly Newsletter! Each edition is designed to provide tactical, practical tips and ideas that can help people execute their presentations more effectively on a day to day basis.

In This Issue...

Update: What’s New?

As you may know, we are going through a bit of a metamorphosis right now here at Sjodin Communications. Exciting stuff – but challenging too! We are upgrading our website, newsletter, and blog strategy, enhancing our core programs, and of course preparing for the launch of Get Scrappy! (which will be released by Penguin Random House in August 2016). Thank you for your patience and please note our doors are still open while we are “under construction”.


Article: A Sneak Peek at a Few of the 9 Biggest Sales Presentation Mistakes & How to Avoid Them

In today's competitive marketplace, whether selling a product, a service, a philosophy, an idea or, most importantly, yourself - everybody sells something.  An individual's success often depends upon his/her ability to deliver a polished and persuasive presentation.  Salespeople spend a significant amount of their day verbally communicating and many suffer from common shortcomings in their sales presentations that adversely affect their results.


Media: SUCCESS Magazine Reprint

Terri recently contributed to a feature article in SUCCESS Magazine titled, “Performance Anxiety: Don’t be slain by your fear of speaking up – in public or elsewhere.” Here is a link for your review: http://www.success.com/article/how-to-get-over-your-fear-of-speaking-up-in-public-or-not


Product Highlight

The Sjodin Communications online store and shopping cart now links directly with Amazon for most orders and fulfillment. Please visit: http://www.sjodincommunications.com/pilot.asp?pg=newproduct

Also, check out our Small Message, Big Impact Online Training Course! This online webinar-like course can help you reach your goals. Learn how to craft a clear, concise, and compelling message that moves people towards action. To learn more, please click here.
Interested in booking Terri Sjodin for your next meeting or conference? Learn more!
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A Sneak Peak at a Few of the 9 Biggest Sales Presentation Mistakes & How to Avoid Them

 

By Terri L. Sjodin, CPAE CSP

 
In today's competitive marketplace, whether selling a product, a service, a philosophy, an idea or, most importantly, yourself - everybody sells something.  An individual's success often depends upon his/her ability to deliver a polished and persuasive presentation.  Salespeople spend a significant amount of their day verbally communicating and many suffer from common shortcomings in their sales presentations that adversely affect their results.
 
To follow are 4 of the 9 Biggest Sales Presentation Mistakes professionals make.  After reviewing this short list, you will be able to do a quick evaluation of your own performance, and then make changes where necessary.  Learning to build and deliver more effective presentations can directly impact your long-term success. 

 

Mistake 1 - Winging it


When you "wing it," it's very common for your presentation to "hop and pop" around all over the place, lacking logical, progressive flow.  It takes too long to deliver, and prospects may find it hard to follow.  Frequently, you may leave out half the points you want to make, including effective illustrations, which bring the presentation to life.
 
Take time to prepare and practice using a logical outline.  Be sure your presentation covers all the points you want to make, clearly and concisely.  Don't be afraid to give a copy of the outline to your listener.

 

Mistake 2 – The Data Dump: Too Informative versus Persuasive

 
It's very easy to deliver an informative rather than persuasive presentation.  The reason?  A prospect can't say "no" when you're only disseminating information.  Remember, it's a teacher's job to be informative, but a sales professional should be both persuasive and informative. 
 
Learn how to build a presentation that creates needs rather than just covers the standard needs analysis.  Think "proactive" versus "reactive".  Design a presentation that anticipates objections and overcomes them before they become reasons not to buy.  Think like an attorney, and build arguments for why a client should work with you, your company and why they should do it now.

 

Mistake 6 – Being Boring, Boring, Boring

 
Many professionals do not realize just how boring their presentations are - too many facts, a flat, boring, monotone voice, the same old stories.  Sometimes professionals have been giving the same presentation for so long they just slip into autopilot. In today's competitive market, your presentations must be entertaining in order to obtain and maintain the attention of prospects. 
 
Be creative!  Put some energy into it!  To stay sharp, practice with a tape recorder and listen to the playback to determine where your presentation begins to fall apart.  Make improvements accordingly.  Be sure to use material that is appropriate for the audience, whether it's made up of one or ten people.

 

Mistake 7 – Relying too Much on Visual Aids

 
If brochures, handouts or slides could sell a product or service on their own, companies would not need salespeople. Depending too much on visual aids can give us a false sense of security.  We tend to think it isn't necessary to prepare thoroughly because our props will lead us right through the presentation.  We let the visual aid become the star and virtually run the show. 
 
You are the star and the visual is the bit player!  It's your job to bring the presentation to life.  Strategically place visual aids in your presentation for emphasis of a major point or argument.  You must practice with all handouts or aids to insure that they enhance rather than detract from your presentation.  Remember who's in charge - you are! 
 
These four points give you a brief overview of the some of the most common mistakes salespeople make every day in their presentations.  Such mistakes can cost you thousands of dollars every year in lost sales and commissions.  Do a simple self-evaluation of your next presentation.  Do you make any of these common mistakes when speaking to your clients and prospects?  When you can identify the weaknesses in your presentation, you can begin to correct them.  As a result, you will become more confident, more polished, more persuasive and more consistent in delivering effective presentations. 
 
Want to learn the other five of the 9 Biggest Sales Presentation Mistakes?  For additional information, visit www.terrisjodin.com.

Product Highlight


Small Message, Big Impact E-Learning Program
Program Cost: $29.95

 
Powered by Total Training Network
 
Small Message, Big Impact can help you reach your goals in 2015! Learn how to craft a clear, concise, and compelling message that moves people towards action. Check out our Small Message, Big Impact Online Training Course!
 
Get ready to roll up your sleeves and dig in! When paired with the Workbook Study Guide, you can work to create a persuasive message that can help advance you to the next level. The workbook is designed to follow the online training course and get your ideas down on paper. By the end of the 10th session you will have created your short-to-long elevator speech.
 
This online training course program is great for individuals and groups. So, why not invest in you this season and prepare yourself to succeed in 2015!




In this e-learning course, Terri shares the content from her book, Small Message, Big Impact in an easy to view online “webinar-like” format. There are 10 sessions in the course which can be taken at your own pace. Each session includes a chapter(s) from the book and runs approximately 20-35 minutes. This program was created to visually bring the material from SMBI to life; in a simple yet effective format to spark your creativity, generate ideas, and spur you to action. Developed with both individuals and groups in mind, this material can be applied across a full spectrum of professions and endeavors.
 

Content Overview

  • Session 01 - Discover the Power of the Elevator Speech
  • Session 02 - Define Your Intention
  • Session 03 - The Basic Core Outline to Get You Started
  • Session 04 - Build a Persuasive Case
  • Session 05 - Get Creative and Bring the Message to Life
  • Session 06 - Delivery: Speak in Your Own Authentic Voice
  • Session 07 - Earn the Right to Be Heard
  • Session 08 - “Plus-ing” the Elevator Speech
  • Session 09 - Walk Through it Before You Run with it
  • Session 10 - It’s a Dance: Practice and Evaluate to Improve and Grow

 
"Don't just think of an Elevator Speech as a generic tool you use in chance moments consider the concept as a strategy to manage multiple talking points and to communicate more complex ideas as well."
– Terri Sjodin

This program is powered by Total Training Network

Individual Registration Cost: $29.95 (Course access available until April 2016)

Get started now! To purchase this program please click here.

Should you have any questions, or to learn more about corporate group registrations & volume discount pricing (10+ registrations), please contact our office. 

 
Helpful Tip: Pair the online training course with the Small Message, Big Impact Workbook & Study Guide. Visit the Products Page on our website for more information.

Final Note: We love hearing from you!  Just reply to this email/newsletter to send us a quick “hello” or contact the Sjodin Communications office directly at 949.723.3132.
 
Want more frequent content and inspirational nuggets? Subscribe or view the "Get Scrappy!" Blog by clicking here
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