Creating A Buying Response With Powerful Presentations

All of us want our sales presentations to be professional, powerful and persuasive enough to close deals. It is therefore very important that we know how to create presentations that can prompt a buying response from our audience.

Research has shown that people make a decision to buy when they have a more positive response to what the seller is saying. Some customers carry out detailed research about the products or services they are going to buy and then make a final decision based on what their emotional response is. On the other hand, there are many others who base their decision entirely on how positively they react to a seller. Either way it is clear that evoking positive emotions in people will lead, in many cases, to a buying decision.

While all the relevant specifications, facts and data about the product are important, they alone cannot be relied on to be persuasive enough. You have to take into account the human element in your presentation if you would like more buyers at the end of it.

1.    Help your audience create a mental picture of all the benefits they will get when they buy your product or service. Help them picture themselves becoming more successful, managing their lives better, finances improving and having a better family life. This positive picture will make them more amenable to buying your products or services.
2.    People do not connect so much with the company or the product as they connect with real people representing them, viz., you. It is therefore very important that instead of referring to yourself or your company in the third person, you should use ‘We’ or ‘us’. While speaking to the audience, refer to them as ‘you’. Make the audience feel important and make them believe that their opinions are valued. Instead of telling the audience ‘XYZ Company delivers results’, rephrase it, as ‘We believe in delivering results for you’.
3.    Do not use very fancy language in your presentation – keep it simple. Your presentation to the audience should flow like a conversation between friends. And friends use real language while speaking to one another, not very fancy or jargon-filled language. The more real you sound and the more involved the audience gets, the more positive their response will be.
4.    There is nothing like a good story to connect emotionally with the audience. The story could be inspirational or amusing or simply touching, all making your audience react positively towards you and the idea you are selling.
5.    Do not hesitate to use emotional words in your presentations. Many believe that using words that can evoke an emotional response is not professional. However, there is nothing wrong with using words or techniques that get your audience reacting positively towards you.

As you can see, one of the most powerful ways of engaging an audience and getting them involved in your presentation is by using different techniques to trigger a positive emotional response. Develop these skills to deliver more effective presentations and to convert more prospects into actual sales.