Every day I receive coaching tips from Hilton Johnson Productions. At the time of this writing, the company’s website appears to be down. However, I still receive tips daily.
I have a folder in my email where I save any tips that I like. From my saved tips, the ones below are my favorites for 2016.
Giving a presentation without having a new sales recruit watch or hear you do it is a waste of energy, talent and valuable training time.
I love the idea of always being in training mode. What can you learn from a given situation, and what can you teach others?
What's 80 times more effective than cold calls?
A study by Selling Power Magazine states that...
- 1% of all cold calls turn into sales
- 15% of all leads turn into sales
- 55% of all referrals turn into sales
- 80% of all introductions turn into sales
I’ve heard a similar statistic for bringing to members in a church. Mailing out invitations to an evangelistic meeting is not nearly as effective as “friendship evangelism.” Personal connections make a difference in the effectiveness of your presentation.
People who spend their time multi-tasking are not as creative, productive, or happy as someone who is totally focused on just one task at a time.
Studies have shown that multi-tasking consists of rapid switching back and forth between activities. It seems simultaneous, but it is not.
One of the best ways to learn a good presentation is to write the language down on 3x5 cards, take a few of them with you wherever you go, and memorize them one at a time.
A 3x5 card is the ultimate paper app. You can write and draw on cards, easily rearrange them, and access them without technology. Using 3x5 cards is effective when learning a new presentation as well as for any type of information that needs to be learned.
The most powerful thing you can do to get people to take action is to create emotion within them. You do that by asking questions that get them thinking and talking.
Create multiple income streams by speaking, training, making online programs, coaching, publishing and providing tools for others to succeed.
This is an inspirational goal for me. This is similar to the idea of transmedia, but with more structure in a way that can be monetized.
You can ask all the questions you want (even personal ones) in your presentation by simply asking permission to do so before you begin. Here's what you say: "It would be helpful for me to understand more about your situation. May I ask you a few questions?"
Teachers have used questions for thousands of years. Socrates introduced this concept into the Greek philosophy. In the book of Genesis in the Bible, older than Socrates, God used questions when speaking with Adam and Eve, and again when addressing Cain after he murdered his brother. Jesus frequently used questions to engage his listeners.
Learn to be a good speaker. You'll get to make multiple sales with a single presentation.
Before offering the benefits of your products or services find out if your potential prospect has problems that your products or service will solve. That way you'll only give presentations to people who are interested and qualified.
Create a "Keepers File". When you read articles, find quotes and discover ideas you like, put them in the file for reference. They are a great resource for writing articles, training classes and stimulating your imagination.
I have read this same suggestion in the writings of Jim Rohn, John Maxwell, and others. For a few years I pasted articles or rewrote article summaries into a spiral bound notebook. Now I save many articles electronically or make a note in my planner.