Why do clients say ‘yes’ to working with you? Find out the 4 myths that sink most sales presenters…right now.

What’s the secret reason why clients love to work with you? Is it because you have the best logic, the most evidence and the most detailed timeline? Is it because you talk so much that they figure you must know your stuff?

As it turns out, logic, evidence, detail and talking can work against you. Take a look at the 4 big mistakes that sink most sales presenters. Even the ones who should know better!

Myth: Logic Is Greatest Force
Logic and precise reasoning is a powerful force. And yes, it is a crucial part of a successful sales presentation. But even with the most powerful evidence, facts are not enough. You see most people do not buy based on facts…

Truth: Passion Convinces
Emotion, passion and charismatic delivery are more powerful convincing agents. To truly appeal to your busy audience, aim for delivering a passionate presentation. Remember, passion is more important logic in the buying decision.

Myth: Evidence Trumps Rapport
Evidence is critical. Tangible, visible evidence that people can touch and feel is best. But is it enough to build a bond with your audience? Hint: evidence is not enough.

Truth: Rapport Convinces
While many people talk about ‘rapport’ this is a core aspect that many sales presenters skate past. They assume that the ‘evidence is overwhelming.’ Or they swap vacation stories and call it ‘building rapport.’ There’s more to building trust and rapport—a whole lot more. Get this under your belt and you’ll see that evidence is important, but true rapport trumps evidence.

Myth: Precise Detail Trumps Big Picture
You’ve seen it once; you’ve seen it a thousand times. When under pressure, most sales presenters resort to giving more detail. More product features. More complex timelines. More precise specifics from the marketing department.

Do you think your busy buyer is deeply interested in all this detail?

Truth: Simplicity Convinces
In fact, it’s the opposite. Busy people crave simplicity. When you make complex stuff very simple, people pay attention. They are grateful that you’ve done the hard work for them. You’ve taken a big complex process and spelled it out in simple steps, anyone can understand.

Myth: Tell-Tell-Tell
Somewhere in your sales training, you’ve heard the “Tell ‘em, Tell ‘em again, Tell ‘em what you told ‘em” formula. For many sales presenters, this is the essence of selling. But it isn’t really true.

There’s a whole lot more that’s possible when you engage your audience with telling, showing, and interacting. In fact…

Truth: Visual Showing Convinces
Clients and prospects love to see what you’re selling. Academic research shows that 65-80% of the population are visual learners. They make decisions based on what they see and touch. That’s why so many people when faced with an important buying decision say, “show me what you mean.”

If your client says: “Draw me a picture” you know they are looking for a quick and simple visual. When you grab a marker and draw a sketch on the whiteboard while they watch, you transform from ‘telling’ to ‘showing.’ This is much more effective, leading to faster decisions and quicker sales.

Take a look at your sales presentations. Are you suffering under any of these common myths? If so, make simple adjustments to your presentation design and delivery. You’ll see the power of truth as your sales results blast through the roof.

Author's Bio: 

Milly Sonneman is a recognized expert in visual language. She is the co-director of Presentation Storyboarding, a leading presentation training firm, and author of the popular guides: Beyond Words and Rainmaker Stories available on Amazon. Milly helps business professionals give winning presentations, through Email Marketing skills trainings at Presentation Storyboarding. You can find out more about our courses or contact Milly through our website at: http://www.presentationstoryboarding.com/