Are you in trouble speaking with customers? Are you fearful to receive rejection from the audience or prospect?  Being afraid of  Public Speaking is your problem. If you don’t dare to speak publicly, you will fear to talk to customers on the phone. But that you don’t  talk to prospects on the phone, you will have to leave you business.



Use these Points to help you study how to speak publicly and/or when you speak on the phone. Hopefully, by doing these things it will eliminate or, in the least, get you past your fear:


1)  Have Something Interesting To Say

Make sure you are prepared to have something to say.  If you go at this without anything to say, prospects pick up on it quickly.  Your first impression is a lasting one.


2)  Cut the Sales Pitch

Do Not Try and sell your product!  Entertain and inform.  Get to know the people on the other end of the phone or at a speech.  Strike up a friendly conversation.  Let them talk about themselves.  Do not overwhelm them with your story or experiences.  You can find out so much about someone if you really listen vs. just “hearing.”


3)  Focus on Entertaining

The goal when giving a speech is to be entertaining.  If people are entertained, you can slip in a few bits of information.  If you are dull, there is nothing that is going to save you.  There is a fine line between entertaining and informing.  If you pick entertaining, informing will most likely happen also.


4)  Understand the Audience

If you can prove to your prospect or audience in the first five minutes that you understand who they are, you have probably got them for the rest of the phone conversation or speech.  If you understand their struggles, why they are where they are at today and their key issues, you have probably accomplished more than 98% of others doing the same thing.


5)  Do not denigrate the competition

Do not use this opportunity to slander your competition.  By doing this, you are taking advantage of the privilege of speaking with this prospect or audience.  You will probably turn them off by doing this and the conversation and/or their attention to you will end abruptly.  If you use the “my opportunity is better than your opportunity approach and here are the reasons why” speech,  it is as if you are saying “my husband, father, grandfather, brother and uncle are SO much better than yours!  Don’t you see it that way too?  I doubt if they will and you have not only angered them, you have lost their attention.


6)  Tell stories

Let your prospect tell THEIR story first.  They could go off on a tangent and talk about their childhood, their illnesses, their successes, their failures…basically anything.  Let them talk!  By them telling their story, you are getting to know them and they will connect with you if they think you understand them and have Listened!  If they ask your story, then tell them (not about your company/product…just tell them about you).  You are not making a speech any more.  You are simply having a conversation. Same with a speech…tell stories.  Good speakers are good storytellers; great speakers tell stories that support their message.


7)  Practice and Speak all the time

Do a self-talk.  Motivate yourself.  Practice your speech in front of the mirror.  Whether you are giving a speech in front of an audience or you are speaking with a prospect on the phone you are “on stage.”  The more you practice something, the better you become at it.  Don’t practice motivation or self-talk for a day or two and see what happens. You lose your edge.


Put yourself in the shoes of your prospect or audience.  Would you want to sit there and listen to yourself at the podium or on the other end of the phone?



~~Dianne Humphries

If the thought of an upcoming sales presentation or speech causes you to wake up in the middle of the night in a cold sweat, you are not alone. Whether it’s an important sales meeting with your boss, an open discussion with customers or a keynote speech in front of an audience of hundreds, the fear of critical sales presentations and public speaking keeps many a sales presenter awake at night. If you have an upcoming sales pitch or speaking engagement, breathe deeply; effective sales presentation training can help you address and manage your fear.

First let’s examine the kind of fear many salespeople experience before speaking in a professional setting when the stakes are high. We don’t mean the fear that pushes you to think through and prepare for the sales pitch; we are talking about the kind of paralyzing fear that takes you from excited anticipation to dread—the fear that detracts from your ability to concentrate and drains your energy and lets your competitors win.

When this fear rears its ugly head, you have a choice of three responses.

1. You can ignore it.
This is the most common response but it has very negative consequences. It affects your performance as you deliver your sales presentation in a very physical way. You are apt to move stiffly rather than in a casual, confident manner; your breathing may be uneven and show your stress; your voice is likely to betray your unease. All these manifestations reduce your ability to connect with your audience and prevent you from conveying genuine excitement about your message.

2. You can avoid it.
Though you will need a longer term solution, this response can at least help you in the interim. You can take this step in order to create the time and space to devise more effective, more lasting approaches for effective sales presentations.

3. You can overcome it.
To overcome the debilitating fear of failing, follow the strategy of professional athletes. They imagine the desired end result in great detail…exactly how it will look and feel to cross the finish line ahead of the pack or carve the perfect figure eight on the ice. Creative visualization is a powerful and effective way to move away from scary thoughts and consciously move toward your goal of speaking confidently and engaging the audience.

To use the visualization technique successfully, here are some guidelines:

Feel the emotions as you imagine reaching your goal. Music can be the vehicle to help you do this. Who can forget how the high energy Rocky theme came to symbolize the hard work, dedication, perseverance and ultimate triumph of the down-and-out fighter?
Observe your success in your mind from the point of view of an outsider. See the whole event…your confident, smooth, persuasive delivery and the receptive and attentive audience. Then imagine the scene from the point of view of you as presenter. What does it feel like to easily find the words to make your points and address an audience that is transfixed by your message?
Place yourself in the actual setting. Imagine the scene…the stage, the room, the seating arrangement…so that you can picture the event with even greater detail.

Are you ready now to try a visualization exercise? Think of an upcoming public speaking challenge and walk through the following steps:

Picture yourself seated in the room prior to the sales presentation. How will you feel as your time nears?
You’ve been introduced. Imagine approaching the stage. Is your heart pounding? Let this be a sign of excitement rather than fear.
Once on the stage, look directly at the audience. Breathe deeply and imagine a feeling of calm with your buyers.
Take a moment to really see the faces of the group before you. Are they ready for you? Do you need to shift gears a bit before you launch into your prepared sales presentation? Feel the confidence that comes from observing your audience closely and being flexible enough to adapt to their feelings, goals, and needs.

Practice this technique and you will find that, little by little, your fear will decrease and your effectiveness and confidence with sales presentations and as a public speaker will increase.

Learn more about Sales Presentation Training and Leadership Development Programs at LSAGlobal.Com.

More Public Speaking Articles

First of all, don’t let your fear of sales presentations or public speaking dominate your thoughts.

If you allow your mind to loop back again and again to a fearful situation, you give your fear more power than it deserves. One way to counteract this uncontrolled persistence of a behavior is to accept and confront it. By acknowledging the process of repetitive thoughts, you de-mystify it and reduce its power over you.

Once you’re back in charge, you can work on being authentic with your audience and your clients. Good sales presentation training will help you to reveal your true self. As you appear more natural and vulnerable, your audience will be more receptive and forgiving. Rather than working toward impressing others in a false way, invite spontaneity into your presentation and incorporate the ease and wit you share with your closest of friends. This is the way to discover and reveal your own individual style and become more genuine and interesting to the audience.

We define individual presentation style as the attitudes, words, thoughts and gestures that flow from your personality. When you can share your personality with your audience, your natural expressions enliven your sales presentation and your ability to influence others – especially when the stakes are high.

To develop your individual sales presentation style, you must first be aware of how you come across on stage and to your current and potential clients. Awareness can be achieved by soliciting feedback from clients, coaches and peers. Self-evaluation just after presenting or by watching your videotaped presentation is another tool. A third way to uncover your personality and conquer your fear is to practice targeted exercises. Perhaps you want to practice a gesture to emphasize a point in your story or a dramatic pause to allow the audience to absorb a new thought.

A good way to “test” your style is to visualize yourself presenting. Imagine exactly what your presentation will look like. See the faces in the audience and read their reactions. Are they moved by what you have said and done? Experience the warm feeling of success and use any residual fear to prompt another visualization exercise.

Learn more about Sales Training and Sales Negotiation Training at LSAGlobal.Com.


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