1. 站起來做簡報
演講簡報總是要站著，而非坐著。當你站著你說話的時候，你說話會顯示有力量。
站著的人比坐著的人更有活力，這會在你的演講中體現出來。站立時說話聲音也更清晰，因為坐在隔膜上會產生壓力。最後，站立可以讓你充分利用你的肢體語言——起搏、手勢、寫在白板上等等。肢體語言是你外表和你的態度的一個重要部分。
2. 做眼神接觸
眼神接觸也是肢體語言的重要組成部分。不時地與你的聽眾進行眼神接觸保持與他的聯系。如果你給一個以上的人做演講，那麼依次看一下他們。不要只關注那些“最重要”的人，否則你會讓你的聽眾感到被排斥在外。通常情况下，你要在換一個新的人之前保持一次五到十秒的目光接觸。
3. 讓簡報變得有趣
試著給你的簡報變得有趣。如果你不喜歡自己的演講，誰會喜歡呢？如果你有一段美好的時光，你的演講中會有這樣的能量，也會幫助你的聽眾度過一段美好的時光。在你的演講中注入一些樂趣——無論什麼都能幫助你享受自己。
這可能是一個有趣的幻燈片，一個偉大的引文，或插入兩個笑話。一定要堅持商業適當的幽默。然後，在你的演講開始之前，想想如果你的客戶决定當場投入一個大訂單會有多棒。想像自己在那種情况下，把精神能量帶進房間。
4. 計畫和實踐，但不要堅持你的演講腳本
無論什麼時候，你都應該事先知道你要說什麼。做一些排練，準確地堅持你的演講腳本。但是當你進入實際演示，準備做一點偏離你的腳本。
演講幾乎從不按計畫進行。你的聽眾可能會有一個你沒有預料到的問題，或者他可能對你提到的某件事很感興趣，鼓勵你多奉獻幾分鐘。但在這種情況下，不要以為你提前浪費了時間。你的劇本給你提供了一個起點。如果沒有演講開始點，你的演講會變得更弱。
5.
打破銷售演示的標準模型
談到演講腳本，傳統的銷售演示，銷售員談論他的產品給潛在客戶傾聽。這不是最好的銷售作法。
任何舊風格的演示都多是被設計為面向廣泛的潛在客戶。因此，它不是一個完美的適合任何的潛在客戶。
大多數銷售員應該做的第一步就是改進他們的銷售內容。一個典型的推銷活動開始於銷售員描述他的公司並在行業中展示其角色，包括它可能有的任何獎項或證書。
為什麼銷售員開始了這種作法是很符合邏輯的：他們想要展示給潛在客戶，他們的公司是一個合法的、受人尊敬的供應商，以及公司與產品有多麼優秀。不幸的是，潛在客戶聽到的是“現在我要談論我自己和我的公司一段時間。看，我有幻燈片。“ 演講的前幾分鐘是潛在客戶最接近傾聽的時候，但是如果你說不出任何令他感興趣的話，他會開始考慮終止和你的關係。
6. 你的潛在客戶有什麼興趣？
在第一次銷售約會中，大多數人都不會感到巨大的變革需要。他們可能對知道他們有什麼選擇很有興趣——這就是為什麼他們一開始就同意約會的原因。但是，如果你不很快就激起他們的興趣，你的機會之窗就會關閉。如果潛在客戶不是認真考慮改變的話，他很難聽到你的公司如何與X公司相比如何相比？
因此，嘗試提出一個新議程，將你的PowerPoint內容圍繞在你的潛在客戶而不是圍繞你自己。這個議程應該圍繞一個或幾個對潛在客戶有意義的問題。這些問題要麼是他面臨的問題，要麼是他想抓住的機會；理想的是，你會包括其中的一些。
例如，你可以先說“我這次會議的目的是幫助你降低生產成本至少20%”，如此你可以得到了潜在客戶的關注。然後你可以問關於他目前的生產設定和他想要改變的前景問題（並且保持不變）。在這一點上，是時候談論你的產品了，但就潛在客戶而言需要什麼。例如，如果你的潛在客戶會說希望降低生產線故障作為他最迫切的需要，你可以專注於你產品的這一方面。你會告訴潛在客戶他想要什麼，需要聽到什麼，同時顯示你傾聽和回應他所需要的答案。
你如何確定哪些問題會讓你的潛在客戶產生興趣？你可能可以在電話拜訪時蒐索潛在客戶也可能會產生一些想法；如果你的潛在客戶正準備要開闢新的海外辦公室，或是面臨著重大的變化，你大概可以挖到必要的資訊。
第三個選擇是和你的一些客戶談一談，他們與你在規模、行業或業務類型上其他的客戶相似。如果一些客戶與你的潛在客戶相似的問題，那麼你的潛在客戶很可能也會擔心這個問題。
7.
讓演講簡報成為一種對話
當你設計演講文稿時，請記住，互動是構建演講文稿的關鍵，它將吸引你面前的特定潛在客戶。如果你不要自己做所有的談話，而以通過提問和適當的回應來帶來潛在客戶，你就可以不在他不感興趣的話題上花費大量的時間來解决這個潛在客戶的問題。而且潛在客戶越談越有可能在你的產品上推銷自己——這使得交易更加容易。
用對話式簡報的結構並不意味著你要即興表演。相反，重要的是你要保持組織，事先做大量的研究和準備。在做銷售約會拜訪之前對潛在客戶的瞭解越多越好。
如果你已經知道了他對產品最迫切的需求是什麼，你可以帶上其他客戶的使用證言、研究數據，甚至新聞報導你的產品如何滿足這些需求。至少，你應該事先準備好20到30個問題的清單。你幾乎肯定不會有時間問那麼多問題，但最好不要輕易結束你的銷售拜訪，不要只用你的資料來代替說出來的事情。
如果你使用幻燈片，你可以通過每一個幻燈片或幻燈片中兩個問題來詢問你的潛在客戶，哪怕只是簡單地說：“你對此有什麼疑問嗎？”讓潛在客戶保持參與對話也。如果他對你的一個問題的回答使你偏離正題，那就隨它去吧…最好花點時間來談論那些對潛在客戶感興趣的話題，而不是說“讓我們以後再談”，然後轉到下一個幻燈片。
8. 寫出完美的開場白
一旦你確定了約會的主題或主題，就要先編造幾個句子。你可以通過詢問對方的許可來討論這個話題。例如，你可能會說，“客戶先生，我的許多客戶現在正在努力為即將到來的擴張做好準備。幸運的是，我已經能够幫助他們大大减少他們花費的時間和金錢來做好誇張準備。在你的允許下，我想告訴你更多這樣的事情，這樣我們就能知道我是否能對你有同樣的幫助。”如果你的事前研究成功，你的潛在客戶會得到熱烈的贊同。
9. 探討更多的資訊
既然你已經得到了潛在客戶的興趣，你可以開始探索更多的資訊。問問題是銷售拜訪的一個重要部分，有兩個原因：第一，它幫助你確定潛在客戶；其次，它幫助你全面地識別潛在客戶的需求，然後你可以使用得到的資訊來調整你的銷售作法。這也有助於保持你的潛在客戶，讓銷售拜訪更多的是談話而不是演講。
10. 下一步，準備結案
到此，你可能已經給潛在客戶留下了足够的印象，你現在可以準備結案了。在更複雜的銷售過程中，下一步可能是另一次會議，或者您可能需要起草正式的提案。在這兩種情况下，如果你不當場結束銷售，務必在離開拜訪之前安排下一個活動。換句話說，你和你的潛在客戶應該在具體的日期和時間上達成一致。這有助於保持你的銷售過程在軌道上，並走到最後。
Tips and 10 Steps for Business Briefing
Tips and 10 Steps for Business Briefing
You spent hours making phone calls and trying to make up several sales appointments to promote your products. At this point, your behavior in the sales briefing will determine whether you can close the deal or walk away in failure.
1. Stand up and give a briefing.
Speech presentation are always about standing, not sitting. When you stand and talk, you show power.
Standing people are more energetic than sitting people, which will be reflected in your briefing. Speaking sounds are also clearer when standing because sitting on a diaphragm produces stress. Finally, standing allows you to make full use of your body language - pacing, gestures, writing on a whiteboard, etc. Body language is an important part of your appearance and your attitude.
2. Make eye contact
Eye contact is also an important part of body language. Make eye contact with your audience from time to time and keep in touch with him. If you give a briefing to more than one person, look at them in turn. Don't just focus on the "most important" people, or you'll make your audience feel excluded. Usually, you have to maintain a five to ten second eye contact before you change to a new person.
3. Make the presentation interesting
Try to make your presentation interesting. If you don't like your presentation, who will? If you have a good time, your presentation will have the energy to help your audience have a good time. Put some fun into your presentation - whatever it takes to help you enjoy yourself.
This could be an interesting slide, a great quotation, or inserting two jokes. Be sure to stick to proper business humour. Then, before you start your presentation, think about how great it would be if your client decided to put in a big order on the spot. Imagine yourself in that situation bringing mental energy into the room.
4. Plan and practice, but don't stick to your speech script
Whatever the time, you should know in advance what you want to say. Do some rehearsal and stick to your speech script accurately. But when you go into the actual demo, be prepared to deviate a little from your script.
Presentation are almost never planned. Your audience may have an unexpected problem, or they may be interested in something you mentioned and encourage you to dedicate a few more minutes. But in this case, don't think you wasted your time ahead of time. Your script gives you a starting point. If there is no starting point, your presentation will become weaker.
5. Break the Standard Model of Sales Presentation
Talking about presentation scripts, traditional presentations, salespeople talk about their products and listen to potential customers. This is not the best way to sell.
Any old style presentation is designed for a wide range of potential customers. Therefore, it is not a perfect fit for any potential customer.
The first step most salesmen should take is to improve their sales content. A typical marketing campaign begins when a salesman describes his company and shows his role in the industry, including any awards or certificates it may have.
Why do salespeople start this way is logical: they want to show potential customers, their company is a legitimate and respected supplier, and how good the company and its products are. Unfortunately, what potential customers hear is, "Now I'm going to talk about myself and my company for a while. Look, I have slides. "The first few minutes of the briefing are the closest time for a potential client to listen, but if you can't say anything that interests him, he will start thinking about ending his relationship with you.
6. What are your potential customers interested in?
On the first sales appointment, most people don't feel the need for dramatic change. They may be interested in knowing what choices they have - that's why they agreed to date from the beginning. But if you don't get them interested soon, your window of opportunity will close. If a potential customer is not seriously considering change, it's hard for him to hear how your company compares with Company X.
So try to come up with a new agenda that focuses your PowerPoint content on your potential customers rather than on yourself. This agenda should focus on one or more issues that are meaningful to potential customers. These are the problems he faces and the opportunities he wants to seize; ideally, you will include some of them.
For example, you can start by saying, "The purpose of this meeting is to help you reduce production costs by at least 20%", so that you can get the attention of potential customers. Then you can ask questions about his current production settings and the prospects he wants to change (and remain the same). At this point, it's time to talk about your product, but what is needed for potential customers. For example, if your prospective customer says that he wants to reduce production line failures as his most urgent need, you can focus on this aspect of your product. You will tell prospective customers what they want and need to hear, and show that you listen and respond to the answers they need.
How do you determine which questions will interest your potential customers? You may be able to search for potential customers during phone calls or generate ideas; if your potential customers are preparing to open up new overseas offices or face major changes, you may be able to dig up the necessary information.
The third option is to talk to some of your customers who are similar to others in size, industry or business type. If some customers have similar problems with your potential customers, then your potential customers may also be worried about this problem.
7. Make the presentation a dialogue
When you design a presentation, remember that interaction is the key to building a presentation that will attract specific potential customers in front of you. If you don't do all the conversations yourself and bring in potential customers by asking questions and responding appropriately, you won't have to spend a lot of time on topics that don't interest him. And the more potential customers talk, the more likely they are to sell themselves on your products - which makes trading easier.
The structure of a conversational briefing does not mean you have to improvise. On the contrary, it is important that you keep the organization and do a lot of research and preparation beforehand. The more you know about potential customers before you make a sales appointment visit, the better.
If you already know what his most pressing needs for products are, you can bring testimonies, research data, and even news reports from other customers about how your products meet those needs. At least, you should prepare a list of 20 to 30 questions beforehand. You almost certainly won't have time to ask that many questions, but it's better not to end your sales visits easily and use your information instead of what you say.
If you use slides, you can ask your potential customers two questions from each slide or slide, even if you simply say, "Do you have any questions about this?" Keep potential customers engaged in dialogue. If his answer to one of your questions drives you off track, let it go. It's better to spend some time talking about topics that are interesting to potential customers rather than saying, "Let's talk about them later" and then move on to the next slide.
8. Write a perfect opening statement
Once you have decided on the subject or theme of your date, make up a few sentences first. You can discuss this topic by asking permission. For example, you might say, "Mr. Customer, many of my customers are now trying to prepare for the upcoming expansion. Fortunately, I have been able to help them greatly reduce their time and money to prepare for exaggeration. With your permission, I want to tell you more about it so that we can know if I can help you the same way. If your previous research is successful, your potential customers will be warmly endorsed.
9. Explore more information
Now that you have gained the interest of potential customers, you can start exploring more information. Asking questions is an important part of sales visits for two reasons: first, it helps you identify potential customers; secondly, it helps you fully identify the needs of potential customers, and then you can use the information available to adjust your sales practices. It also helps to maintain your potential customers, so that sales visits are more conversations than speeches.
10. Next, get ready to close the case
At this point, you may have left enough impression on potential customers that you are now ready to close the case. In a more complex sales process, the next step may be another meeting, or you may need to draft a formal proposal. In both cases, if you don't close the sale on the spot, be sure to schedule the next event before you leave the visit. In other words, you and your potential customers should agree on a specific date and time. This helps keep your sales process on track and to the end.
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