1. Dean Wegner
WJ Bradley Mortgage Capital Corp
Phone: (602) 432-6388
Fax: (480) 362-1522
dean@teamdean.com
www.teamdean.com
10 Rules for Powerful Presentations and Solutions
In order to present well, you have to think like your clients ahead of time. Put
yourself in their shoes and determine what you would ask and desire in the same
situation. When you understand your prospects' greatest need and values, you can
design educated scripts in which you address them naturally, professionally and
confidently. That way, when you conduct a presentation, you aren't fumbling with
words or making offers that aren't valid.
Here are 10 Rules to make your presentations powerful and successful:
1. Be sold yourself. If you don't believe in your product or company, you will never
be able to persuade a prospect to believe in it.
2. Be passionate about helping. If every presentation has one end goal in mind,
that being to sincerely help the customer, you will create higher levels of trust and influence.
3. Be over-committed to adding value. Walk out of every presentation knowing you gave the prospect an unforgettable
experience, an experience where you gave more than you took and added substantial value to the prospect's business
and life.
4. Be focused on pacing. Your prospects talk either fast or slow, loud or soft, flat or with fluctuation. Go their speed at
the start and your speed at the end. If you are naturally the same pace, don't change. Presenting at a pace that is not
favorable to your clients reduces trust.
5. Be committed to asking. When you are presenting, asking questions like, "How do you feel about what I am
proposing?" or "Do you like the sound of that?" or "Does this sound reasonable?" will tell you if you are on track. This
coupled with your interview skills will take you to a whole new level.
6. Be dedicated to listening. You cannot listen yourself out of a sale.
7. Be concise when you are talking. Too many words make the call too long and the sale not happen. Be laser-focused,
don't oversell, and if a prospect says yes before you were planning on being done, stop and move to engaging the
relationship.
8. Be patient when seeking feedback. It is okay to hear how you have done and what else needs to be accomplished
before the sale is complete. Do not get too excited near the end because the prospect will notice and you will negatively
impact trust.
9. Be convicted when "closing." Go back to the first step. Never stop believing that what you have to offer is extremely
valuable to the client.
10. Be defensive...NEVER. Being defensive will kill trust and the sale, particularly during any objection.