How to Present Successfully – 2nd Part

In my previous article about presenting, I was talking about how we can’t all be at our best every day or every hour.

But if you get your best possible presentation down on paper and then firmly entrench it in the back of your head, you’ll be certain to make a better average presentation than you ever have before. It will also give you confidence during off days.

Now, knowing what you do about your own proposition, if you were in your prospect’s shoes you’d want it, wouldn’t you? Well then your task is simple; you have only to make your prospect feel the same way about it that you do yourself and the order is yours.

And how are you going to do this?

By conveying to your prospect the very things that have made you feel the way you do. You can hardly expect the prospect to view matters the way you do in the first place. If they did, their orders would be coming in through the Internet or the mail.
That’s what you are there for – to make them feel the way you do and arouse their desire.

Fear – Haste – Uncertainty

* Fear is a dangerous four-letter word – an emotional response to impending or imagined danger that is tied to anxiety. They’re all enemies of the successful presentation. Why should you fear? The worst that can happen to you is not to get the order. And you can’t lose anything that you haven’t got.

* Haste, why should you hurry?
You must make your listener understand in order to get the order. You certainly can’t make them understand by rattling off your presentation as if you were paid by the number of words you got out per minute. Listen and record yourself sometime. Are you interesting to listen to? Are you clear and with a voice of different tones?

* Uncertainty?
You can’t be uncertain. You know too much of the merit of what you’re selling to waver one second from the absolute knowledge that you are there to benefit the person you’re talking to.

You’re too strong to let fear, haste, or uncertainty wrecks your plans. Leave them to the weaker ones.

I’ve seen lots of salespeople who the minute they encounter opposition put themselves on the defensive, and take the attitude of trying to prove that they are not liars. They’re predestined to failure. You are the captain of your presentation.

You know what you are going to say. You know how you are going to say it. You know that what you are going to say and the way you say it are going to direct your prospect’s mind to the final point of desire for what you sell.

So let your facts come as gospel. State them as undeniable, irrefutable truths. Let your deep sincerity and positive statements head off objections and overcome arguments before they are raised. Assume that your listener believes you; give them facts they can believe, and in the majority of cases they will.

Simply make it easier for them to believe than not to.

Avoid the pitfalls of long words and small superfluous arguments. Remember that the salesperson, to be effective, must get it across in the quickest, most convincing sort of way. Long words and so-called “clever talking” defeat their very object; they are offensive instead of impressive. And those little, good-for-nothing arguments don’t get the orders. Stick to the big points of your proposition: the points that count – the tried and true order-getters. You know them. Use them.

Whenever you open your mouth to make a presentation forget that you ever made one before, or that you’re ever going to make one again. There is just one person in the world to be sold, and that is the person you are talking to. You can’t sell that person by thinking of the person you sold yesterday or the one you are going to sell this afternoon. The person is before you; concentrate on that one.

Remember, no matter how old your arguments are to you, they ring fresh in that person’s ears. And the same points that sold your proposition last year and the same ones that will sell it next year will sell it this very minute to the person you’re talking to.

Leave no possible questions unanswered in your prospect’s mind. Some people have a tendency verbally to say, “Yes,” without really being convinced, just to be agreeable or avoid argument. Instead of trying to get a mere verbal assent, bend your endeavors toward making a prospect’s mind completely and absolutely convinced of the truth of what you are saying.

In this way, step-by-step, as you go through your presentation you will gain a general approval on every point you make. Then – when you return to the net result of getting the order – your prospect cannot raise a point, and go back and disagree with you.

Creative Birthday Presents

Creative birthday presents can be great for your loved ones and friends. These kinds of presents would really tickle the recipients as they appreciate it. However, what ideas are best to produce these kinds of present? Read more of this article and learn.

Birthdays are considered to be the most special occasion in our lives since it marks the milestones of our age. During this time, we always mesmerized the past year that gone through in our life. And as we mesmerized all the events and memories that have happened, it’s quite sweet and overwhelming to receive creative birthday presents. Nowadays, there are so many options that we choose in giving birthday presents to someone. Despite the many options available both from online and local stores, we always want the best, unique and creative birthday presents that we can give. Because in this way, we make the person feel special on his or her special day

Giving personalized and creative birthday presents is a great idea if you want to make the recipient feel extra special. Aside from the personal touch, this idea is very practical as well. Some of the personalized birthday presents that you can give can be luxurious engraved and perfumed soaps, candy bars, wine or beer bottle with the name of the recipient printed on the label, a set of personalized wine mugs or glasses, jewelry, tote bags, ornaments, pottery and many more

Food hampers are also great as creative birthday presents. It can be filled with the favorite food flavors of the recipient. The fillers can be something chocolaty, spicy, savory and piquant. The hampers can also be designed in accordance to the age of the recipient. Aside from food flavors, the hampers can be filled with other kinds of goodies, tiny satin bows, tinsels and other related stuffs that will make it look merrier. If the recipient is your best friend or buddy, you can fill the hamper with some music CDs, scrap books, photographs, videos, favorite books and many more that will bring back your shared moments and memories together as friends. There’s no greater gift in this world like cherished and treasured friendship. On the hamper, you can label it as “love forever hamper”.

Handmade gifts are also great as creative birthday presents since it has that personal touch and labor on it. If you are someone who is very skillful when it comes to craft making then this is the best time to make someone happy with your beautiful and unique craft works. Handmade jewelries would best with the use of various beads and metal or plastic wires, you can create bracelets, brooch, earrings, and necklace from it.

Any versions of miniature of art works are also great for creative birthday presents. Samples of these works may include replicas of statues, monuments, and famous paintings.

Communicate Effectively For Negotiation Success

Negotiation is a basic process consisting of communicating back and forth to get what you want from others. Communicating is extremely important in negotiating. It requires you to express ideas clearly and listen intently. We will briefly look at both of these components to effective communication.

Communicate Clearly

The ability to communicate clearly, to express ideas so that the other party can understand, is an essential negotiating skill. Weak communication may sink the negotiating process, so improve your skills, so your negotiations do not falter.

Revealing your position at the earliest opportunity is not what I mean by being clear. It just means you should speak, write, or otherwise communicate so your intended audience understands the message you wish to convey. This sounds simple, but there are a lot of misunderstandings at the negotiating table. The key to clear communication is to think of what you want your listener to do, think, or feel as a result of the communication. Do not think of yourself and what you want to tell the listener. Think of the result you want your communication to achieve and how best to successfully obtain the desired result.

First be clear with yourself regarding what you want. Then present your ideas so the listener can understand. If your listener becomes lost, it is your responsibility to help them get back on track. Do not assume anything. Be sure your points are understood.

Listen

The second part of effective communicating is listening. This is one of the most underrated skills in negotiating. Successful negotiators spend more time listening than talking. Donald Trump pointed out in “How to Get Rich,” “If you walk into a negotiation and know nothing about the other party, let them talk, listen to their tone, observe their body language, and determine whether they really want to make a deal or just show you how smart they are.” Listening helps you prepare, and we all know how important preparation is.

Listening is fundamental to negotiations, and not only that, good listening skills will improve your business life as well as your personal life. How many marriage problems have you heard of that started with, “He never listens to me,”? Not listening results in the other party feeling unimportant, and in business this can lead to losing the deal.

Active listening involves all the senses, and is the key to effective listening. You must take in everything the other party is communicating. This means both verbally and non-verbally. If the other person is not communicating clearly, you must assist them in opening up and communicating their ideas so you understand. Restate and paraphrase what you have heard to ensure the message you received is what the other party intended to communicate.

You cannot listen and talk at the same time, or at least not effectively, so know when to be quite and listen. Many deals are lost when someone keeps talking after discussion was necessary or desirable. To be successful, you must be a good listener. Work on this skill and you will open a door to more successful relationships and broader dimensions while negotiating.