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THE PRESENTATION...by Doug Firebaugh
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The Presentation is where you start the education process of the
prospect, and give Enough Information to where they want to see more...or
it's not for them...
KILLER Secret:
A presentation should just not inform...but IMPACT! You need to impact the
prospect not Only with facts...but also EMOTION... Remember, this...To inform
is to lecture...to Impact is to MOVE.
There are 3 things a presentation should be...
1) High Tech
2) High Touch
3) High Torch
High Tech...in today's world, you need to show you are with the times...you
need a website, videos, cassettes, real audio(when applicable), and other
21st century Tech Tools...this will keep the interest of a lot of folks as
part of the recruiting process High Touch...You must touch the person with
sincerity, authenticity, and a caring attitude that show you are more interested
in them as people than a paycheck...more interested in their future than
your own...
High Touch...You must be ON FIRE!! Excited about the potential, and Passionate
About where you can lead your prospect with your company...you don't need
To be hype...but hope - with ENERGY!
KILLER Secret:
Presentations must keep the interest of the prospect at all times...you do
that With Excited Expectancy of what your company can do for your prospect...
There are basically 4 kinds of Presentations...
One on One
In a group Setting
Telephone
Third party
One on One...
This is a Personal Presentation where it is you and your prospect, and you
are doing It alone. This type of presentation should be no more than 20 minutes,
and usually In someone's home, or a restaurant.
Group...
This is where you are in front of a group, and you have to use some kind
of board or Overhead to help you, usually. It can also be in someone's home...this
type of Presentation is effective when you get help with it from the audience
KILLER Secret:
Keep your prospect(s) INVOLVED! It is not your job to keep them interested,
But involved...an involved prospect usually evolves to a HOT prospect...
Telephone...usually not the best way to do a presentation,
but if you do...2 things...ask a lot of questions during your presentation,
and paint a picture with your words...
Third Party...Video, cassette, Website, Conference
call, or whatever media that You use that is a third party presentation...
KILLER Secret:
There is a difference between giving a presentation, and BEING In a presentation...Giving
is education...Being IN is Motivation...
KILLER Secret:
You must draw your prospect INTO the presentation...how? Get them involved...And
use the "POWER 6 Phrase..." "What this means to you is..." A Presentation
needs to have 5 Parts to it, but only be 30 minutes long at the Most, as
most folks you lose after 17 minutes...(Psychological fact)...Here are the
Parts you need to review...Warm up (5 minutes)...Talk about how this will
help the person...
Company briefing (5 minutes) Talk about the management and people...
Product Briefing (8 minutes) Give products to customer...or at least brochure
Pay Plan Briefing (7 minutes) Briefly cover enough to just show money can
be earned
Summary (5 minutes) Talk about how this will help the person capture their
dreams...
This is a template you can follow...check with your company and see if they
have one as well and use it, as it has been designed for the products and
plan...
The 5 KILLER Secrets of an Explosive Presentation;
If in person, look in their eyes and smile with yours...when talking. Simply,
that conveys trust, and you care...plus you can see how they React...
Keep them involved...Ask questions, opinions and input...get them to say
how this would Make a difference in their lives...
Tell Success Stories...Give your testimonial and what you think would happen
if they used your Product...show testimonial letters...
Draw them to you...
Keep your focus on their dreams and what they want out of life...
How?
KILLER Secret:
"If there was one thing you could change about your life...what would that
be?"
Then wrap your presentation around that...
Empower Them...
Don't just inform...Impact...then EMPOWER! How?
KILLER Secret:
Paint a picture of them with your words of what their life would be like
and how Much improved with your program their financial situation would be...
KILLER Secret:
Understand the presentation is to engage a process of education, and exposures...Whether
it's Online or offline...you must give enough information to create Interest,
but not inundate them...
Killer opening...
Hey...how are you...I appreciate your time today. Listen, I want to be upfront
here...
This is simply to share an idea and some info with you...I don't know whether
this For you, or not...but either way...the worst thing that could happen
is you could learn something...This has changed my life. And it possibly
could yours...we will both know Here in a little bit...Let me start out by
asking you this...If there was one thing you could change in your life right
now...what would that be?...answer...Well...maybe we can help...
THE KILLER Secret to a Presentation:
Don't just present...propose.
Propose a future scenario with your prospect while giving the presentation...with
them Enjoying life with your company and products...and propose a "partnership"
that you Work together...
KILLER Secret:
There is a Reason why the first word in presentation is PRESENT...be present
in every presentation...and BE THERE. Be IN the presentation, no matter what
media of presentation...BE REAL. Have a presence about you...and your presentation
will create a presence with your prospect...
To receive
more information on Doug's Best Selling programs - Igniting Leadership
Fire in the Direct Marketer, Power Secrets to Becoming a Recruiting Magnet,
The Psychology of Recruiting and The Biblical Recruiting Genius of Christ,
visit http://www.yoursuccessstore.com
or call 877-929-0439 and save 20%-40% on each. Copyright
1999/PassionFire Intl. |
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