The strategy of sales presentation training should shift
when you are pitching to a small group rather than on a stage in front of a
large audience. In general, your presentation should be far more informal and
conversational. More specifically, follow these five proven presentation tips:
- Stand then Sit. Consider standing while you deliver the main part of the presentation and then sitting with the group around a table for questions and further discussion.
- Be Next to the Decision Maker. Sit in a place that gives you a nonverbal advantage…where you have the best eye contact with the group and next to (not opposite) the decision maker.
- Customize to the Group. Delay distributing any handouts until you have asked your listeners their goals for the meeting and what they most want to learn about your offering. Then be ready to flex to the points in your presentation that deal with the individual interests and concerns of those in the room.
- Align All Your Stuff. Be sure your slides and numbering system coincide with the handouts you have given the group.
- Advocate and Inquire Accordingly. When seated, maintain a strong voice and a balanced position in the chair so you do not lose your authority when speaking. When listening, lean back to adopt a more approachable posture.
