April 2009
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Overcome Nerves by Being Audience-Centered. |
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Joey Asher
President's
Perspective |
There are many good tactics for beating the fear of
public speaking.
Extensive rehearsal helps the most.
Physical exertion can reduce the adrenaline-driven
jitters. Comedian Billy Crystal once said that he did
push-ups to deal with stage-fright.
Schmoozing with the audience before the presentation
helps you relax.
I’ve used all of these. But here’s a simple approach
that most people overlook. Before your speech, say to
yourself, “I’m going to go out there and help these
people today.”
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Solutions + Stories = A Great Sales Pitch |
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When you’re selling services and other intangible things, it’s
important to include a proposed solution to the prospect’s challenge
and a story about how that solution has worked in the past.
That solution coupled with a story is one of the only ways for a
prospect to get a true feel for what they’re buying.
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More Rave Reviews for How to Win a Pitch. |
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Speechworks President Joey Asher’s new book How to Win a Pitch:
The Five Fundamentals that Will Distinguish You from the Competition
is getting rave reviews from around the world. Ian Brodie, on
his Sales Excellence Blog wrote:
This
book is one of those rarities that presents a simple framework that
“beginners” will be able to understand and use - yet still crams in
multiple gems of wisdom and insight that even highly experienced
sales people will learn from.
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If You Want People to Hear Your Smile,
Get a "Sales Mirror" for Conference Calls. |
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If you want to come across better on conference calls, you might
consider buying a “sales mirror” for your desk. These are the mirrors
that call center employees often put on their desks to ensure that
they’re smiling when they’re talking to customers.
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Public Speaking Tip from Abraham Lincoln. |
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“He
can compress the most words into the smallest ideas of
any man I ever met.”
Those are the words of Abraham Lincoln. His words are a nice
reminder that economy in the use of language is important. During
your presentations, we want to teach you to give as
much value as possible in as little time as possible, not
vice-versa.
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