Tweet

Running Hot or Cold In Your Sales Presentations?

Guest post by: Milly Sonneman

Article Overview: What’s the secret for success in sales presentations and public talks? To dramatically improve the results of your presentations, build an emotional bond. Find out the fast and easy way to do this right now.

Running Hot or Cold In Your Sales Presentations?

What’s the secret for success in sales presentations and public talks? To dramatically improve the results of your presentations, build an emotional bond. Find out the fast and easy way to do this right now.

Why are emotions are so important? Emotions drive our major decisions. You’ve heard and seen this in action. Maybe even in yourself, a friend, or a spouse. Let’s look at a classic purchase: buying a car.

Purchasing a car is a major decision. But as seasoned sales people will tell you, it’s not a logical decision. It’s an important, expensive and major decision that’s made emotionally.

Just think about the words people use to describe their cars. “I’m in love.” “I’m thrilled.” “I can escape.” These are not logical terms. They are emotional ones.

People fall in love with the color, the shape, and the feeling of powerful freedom. Some lust after the ‘new car smell.’ Others love that it’s brand new and they are the first ones to break it in. Many people make non-logical decisions based on images, advertisements and beliefs.

This is not the only time when emotions drive decisions. Just consider how many decisions are based on emotional factors—rather than logical ones. Choices about where to go, what to do, who to date, and whether to make a purchase. Many people make these choices based on gut feelings—not a logical, reflective process.

What’s this mean for your sales presentation?

Don’t fight the way people are wired. Appeal to emotions. Build your presentation to connect with core emotions. Tell emotional stories. Show compelling images. Capture imagination through emotions.

Naturally, there are a host of emotions to choose from. Some professional sales presenters prefer to appeal to ‘negative’ emotions. Pain. Suffering. Guilt. Worry. Concern. Anxiousness. They salt their presentations with the painful and fearful states that are troubling their clients.

These are the presentations that inspire people to take action—to avoid negative consequences. If you look around right now, no doubt you can spot these sales techniques in action.

Others prefer to appeal to ‘positive’ emotions. The joy of a purchase. Escaping the grind. Delighting in time spent with family and friends. The rewards that you so desperately deserve.

Presenters who use positive core emotions often attract buyers who are hopeful and longing for these glowing states.

For a truly masterful sales presentation, understand what is driving your audience. Many people believe that fear is the most influential emotion we have. For instance, in many advertisements for sales presentation training, you’ll see fear and avoidance of fear used as a magnetic pull.

“Fearless presenting.” “Never feel foolish again.” “Crush nervous jitters.” These statements tap into core fears of stumbling, blowing a big sale, or trembling in front of an important client. No one wants to feel foolish, insecure and guilty of blowing a big deal.

If you’re used to always approaching your sales presentations from a logical, point-by-point method, explore the power of emotions. If you tend to favor one emotion over another, stretch yourself. The more you can use the entire palate of emotions skillfully, the faster you will dramatically improve the success of your presentations.

Related Articles
  Innovation and the Law of Averages
  Your Customers Can Help You Make More Sales
  A-Z of sales success!
  When Cold Calls Become a "Dog and Pony Show"
  Increase Your Chances of Being Successful - Insurance Sales Training
  Stop By All That Business Your Are Driving By If You Want to Increase Sales
  Cold Calling
  What approach should I take when cold calling?
  The "Cold Call Presentations" Myth
  The Two-Hour Sales Presentation Vs. A Seven-Minute Attention Span
  \"Cold Calling Is Dead! \"Is A Lie
  Prospecting For New Business - Cold Calling
  What Cold Calling Business Lead Management Can Do For Your Business
  Cold Calling Does Work – Have You Tired It Lately?
  5 Sales Tips to Turn Hot Leads into Hot Sales
  Should You Use Sales Letters Before You Cold Call
  Cold Calling - Fish or Fowl?
  Make Cold Calls More Successful- Stop Focusing on the Sale
  Focus on the WIIFT for a Powerful Presentation
  What to avoid when cold calling?

Article Tags: business presentation skills, online presentation skills training, online presentation training, presentation skills, presentation skills online, presentation skills training, total presentation skills training, total training, whiteboard presentation skills online, whiteboard selling, whiteboard selling online



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: What to avoid when cold calling? - At the time of Cold Calling we should avoid price increases for products and unavailability.
Re: Cold Calling - Cold calling is an extremely difficult job to do and unless one learns that being told no by people is not a direct refusal aimed at the cold caller but at whatever is being sold, it can be very soul destroying work to do. One needs to have absolute confidence in themselves and a pretty thick skin. MichelleJ
Re: 15 Hot Internet Businesses - Running a travel planning agency out of my home would be amusing... it'd give me an excuse to travel all around Virginia, put together info packets on the various historical and military sites, and then sell 'em as travel guides...


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

African Technology Development

SEO – Link Building Secrets

Promoting your company and self with verve

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.