One
of the easiest ways to spot a novice presenter is to watch how they handle the
question and answer period before during and after a sales presentation.
Here
are three techniques of expert sales presenters and coaches:
- Keep control. While flexibility and adaptability are critical, you should decide when you want to answer questions. Politely let your audience know upfront if you welcome questions as you go or if you would like them held until the end of your presentation.
- Be prepared. And then prepare some more. Anticipate the questions you may be asked. Role play different difficult and challenging scenarios. Clarification-based questions are easy to answer but look forward to questions that are broader in scope or even hostile that challenge important assumptions. Craft your answers ahead of time so you can handle queries with confidence.
- Don’t fake it. Dogs, bees and Audience members smell fear. Inevitably there will be some questions you don’t have the knowledge or expertise to answer. Be honest in admitting you don’t have the answer at hand but will research it. Get the questioner’s contact info and follow through. Authenticity is the key.
Follow the sales presentation training experts’ advice and your question and answer
section may be the most powerful piece of your sales pitch because it addresses
the specific concerns of your buyers, uncovers potential roadblocks or
disconnects, and includes them in the process.
