Speaking Essentials for the Sales Professional

As a sales professional you may be presented with opportunities to make a presentation to a group about your area of expertise. It's a great compliment to be asked and an opportunity to get some PR for yourself, your company and products without delivering a "Sales Presentation."

Here are a few tips about your presentation that will help you to create a more lasting memory for your audience.

Number one, deliver your material with a personal passion. That does not mean a ranting, raving style. However it does mean a positive, intense feeling that you experience that is profoundly meaningful to you.

Number two, work hard to create an emotional connection with your audience. What do you have in common that can be used to relate with your audience? What story can you tell that will help the audience understand that you have the same emotional reactions to their concerns as they do? Be sure to expand your vocabulary to convey the depth of your understanding.

Number three, you were invited to speak because you are perceived as the subject matter expert. Be sure to deliver new, interesting material that challenges both the newcomer or the experienced professional in your audience. Work to deliver your new insight in a series of three descriptive words or phrases. The human mind responds to groups of three. A long multi-word explanation tends to get lost in the mind. Be aware, your brain can process in excess of a thousand words a minute, however the typical pace of speech is between 150 and 180 words a minute.

Number four, make your delivery memorable. A flat monotone voice, with no eye contact, facial expressions, body movement or arms and hand motions is highly likely to flop. Use your passion to summon up the courage to give full vent to the message you want to deliver. Face your audience, move purposefully and use a large vocal variety range. Do not rely on a slide presentation to "carry the day" for you.

A personal demonstration, colorful slide deck or prop in conjunction with a great story can make your presentation stand out in the mind of your audience.

For a more in depth review of how to make an outstanding speech, I highly recommend the book: 

Talk Like Ted, The 9 Public Speaking Secrets of the World's Top Minds        

By: Carmine Gallo