“It means that you understand that every buyer needs something different at every stage, and your goal is to be valuable to them.” – Meshell Baker in today’s Tip 1286
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Happy Monday. Here’s Meshell Baker in her usual spot to help us get the week started right.
Meshell Baker: Hello, and welcome to The Four P’s of Presentation. Interesting thing about being a seller is that you’re actually inviting someone to an experience that they’ve never had before. So when you think of your presentation more like a performance, you will have more buyers engaged in what you’re actually saying. Unfortunately, many sellers spend so much time trying to memorize the scripts and all the facts and all the data and all the features of the product or offering or service that you are speaking on, you don’t take into account that you’re actually talking to a human being who is an emotional creature. We, as humans are emotional. Buying decisions, as data has shown, are pretty much 80% emotional and 20% logical. That’s why stories tend to sell better than facts. Stories sell. Facts tell.
So I’m going to give you Four P’s that will help you punch up your presentation so that the performance of the lifetime that you’re giving, the lifetime of your commissions, and your opportunities to advance at your company and to have a better life are at hand.
So the first P is Pacing. And Pacing is your ability to go quicker, slow. To think about what you’re saying, how you’re saying it, when you’re saying it, like I just said, fast. Or to think about the impact you want to make when you’re actually speaking or saying something to someone in a very specific way. So when you pace things, you actually help the buyer to understand the importance and the engagement and to have an emotional tug as you’re speaking.
The Pitch. Your voice can be higher as you’re talking about how incredible it actually is. And I’m so excited that I get this chance to share this with you. Or you can go lower, and low tends to often go with slow. As you drop your voice in the octaves, you’re making a deeper impact, and you lean in and you’re making eye contact. Again, you’re connecting with the buyer as the buyer is listening for the cues. Is this actually what I want and need?
And Pausing. As you pause, make impact. And again, pausing is very powerful because one of the tricks that I learned about being a seller is the person who’s doing the most talking is often the one being sold. So when you say things, end it with a question, end it with an opportunity for your buyer to come back and give you feedback, to make a statement, to respond. Again, pausing is powerful. It’s done very well. Performers know how to do it. And again, you are performing for your buyer so that they can engage in the offer that you’re making.
And the last P is Passion. Passion is that emotional engagement. If you don’t believe in the product, if you don’t believe in yourself, why should anyone else? Again, people buy you before they buy the product. This is why they call it first impressions. So what is that initial and first impression you’re making? Is it passionate? Are you excited about the buyer? Are you coming to deliver value? Is this about them? Or is this about you getting your commission? And we know as a seller bottom line is, yes, you want the sales.
However, what you really want is the bonus P, the Pipeline. The pipeline means that you have buyers at all different stages. You have hot ones, warm ones, cold ones. You have prospects, you have people you’re going to discover. You have people that you’re demoing with, you have people that you sign a contract with, and you have people that you’re onboarding. In order for you to create that beautiful, magnificent pipeline, you must be a performer. Your authenticity must show up at every stage. It doesn’t mean you’re being a different person. It means that you understand that every buyer needs something different at every stage, and your goal is to be valuable to them. This is not about you.
So these are The Four P’s of Presentation, because you’re giving the performance of a lifetime: Pacing, Pitching, Pausing, Passion which will lead you to the bonus, a beautiful and magnificent pipeline. Have a great day selling.
Scott Ingram: If you haven’t already, please get connected with Meshell. We’ve got a link for you over a DailySales.Tips/1286 and if you are already connected I’m sure she’d be pleased if you paused and praised her passionate punditry. Once you’ve done that be sure to come back tomorrow for another great sales tip. Thanks for listening!