Is Your Sales Presentation Still All About You?

My turning point as a motivational speaker came when I stopped making my shows about me and started making them about my audience. Tough for a performer. Of course it was all about me – who else was up on that stage? I gave a great show. People applauded the performance. Wasn’t that the point?

I studied other speakers to see what made them great, and over time I began to see a pattern- something beyond technique and talent. I found that one subtle ingredient that made the difference in just a good presentation and a stellar presentation. Me. The difference between a good speaker and an awesome speaker was not in what they did, but how I felt walking out. The most memorable presentations were the ones that affected me emotionally. The ones that were about me, not them.

That’s what I was missing. I wanted more than a good show. I wanted to affect my audience on a deeper level, to motivate them to take action, to help them solve a problem. I wanted to challenge them, understand them, encourage them – all things that had nothing to do with me.

So what does this have to do with you? Everything, if you want to influence others to buy from you, work harder for you, vote for you. This is vital in a sales presentation. But I would venture to say that all of us are trying to sell something. All of us would be better served if we learned to better serve.

So I made a radical shift in my business. I studied my audience. How? By asking questions and listening. I shared relevant life experiences. I wrote my presentations with a different motive – to encourage them, honor them, help them. Often keeping tapped into the right motivation is all you need to change the way you deliver your presentation. I showed appreciation for their contribution to their industry. I thought more about how I wanted them to feel, than what I needed to say. I became more concerned with helping them and cultivating a friendly relationship of trust, than selling or delivering information. And it had made all the difference.

Once I changed my perspective, the audience comments changed from “that was a great performance” to “you changed my life today.” And you can do it to. It just takes time and the right motives. Keep your heart in the right place and your words will reflect your motives. Put in the work, and watch your presentations go from polite applause to standing ovation.


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