As a sales professional, you may be asked to give presentations to educate audiences. This document provides tips to make presentations more memorable and impactful. It recommends delivering material with passion, creating an emotional connection by relating to the audience's concerns, and providing new, interesting insights using groups of three descriptive words or phrases. The document also stresses making the delivery memorable through vocal variety, eye contact, body language and not relying solely on slides. An engaging story and props can reinforce the message.

1. Speaking Essentials for the Sales Professional
As a sales professional you may be presented with opportunities to
make a presentation to a group about your area of expertise. It's a great
compliment to be asked and an opportunity to get some PR for yourself,
your company and products without delivering a "Sales Presentation."
Here are a few tips about your presentation that will help you to create a
more lasting memory for your audience.
Number one, deliver your material with a personal passion. That does
not mean a ranting, raving style. However it does mean a positive,
intense feeling that you experience that is profoundly meaningful to you.
Number two, work hard to create an emotional connection with your
audience. What do you have in common that can be used to relate with
your audience? What story can you tell that will help the audience
understand that you have the same emotional reactions to their
concerns as they do? Be sure to expand your vocabulary to convey the
depth of your understanding.
Number three, you were invited to speak because you are perceived as
the subject matter expert. Be sure to deliver new, interesting
material that challenges both the newcomer or the experienced
professional in your audience. Work to deliver your new insight in a
series of three descriptive words or phrases. The human mind responds
to groups of three. A long multi-word explanation tends to get lost in the

2. mind. Be aware, your brain can process in excess of a thousand words a
minute, however the typical pace of speech is between 150 and 180
words a minute.
Number four, make your delivery memorable. A flat monotone voice,
with no eye contact, facial expressions, body movement or arms and
hand motions is highly likely to flop. Use your passion to summon up
the courage to give full vent to the message you want to deliver. Face
your audience, move purposefully and use a large vocal variety range.
Do not rely on a slide presentation to "carry the day" for you.
A personal demonstration, colorful slide deck or prop in conjunction
with a great story can make your presentation stand out in the mind of
your audience.
For a more in depth review of how to make an outstanding speech, I
highly recommend the book:
Talk Like Ted, The 9 Public Speaking Secrets of the World's Top
Minds
By: Carmine Gallo