Many
salespeople are so convinced of the value of their offering that they don’t
know when to stop singing its praises. When you are trying to deliver a
compelling message however, less is more.
- Be Simple. Sales presentation training gurus say it over and over again: keep your message simple and direct. The more you cloud your speech with high-flown vocabulary or inside lingo, the more difficult it is to follow. Remember that you are very familiar with your product/service but it may be new to your audience.
- Be Repetitive. Not only should you use simple language, but you should also repeat your key message. It should be the unifying principle of your entire talk. You should begin and end with it. And anything in the middle should relate to that central point.
- Be Easy. If you offer your buyers too many alternatives, they will be confused. Unless there is a compelling client-based reason to offer two alternatives, present your best single solution—the one that most completely addresses their need—and stick with it.
