The Art of Influencing and Selling (Guru in a Bottle) by Ardi Kolah

Author:Ardi Kolah [Kolah, Ardi]
Language: eng
Format: azw3
Publisher: Kogan Page
Published: 2013-01-03T05:00:00+00:00

In such a situation, it’s important that you’re not reading from a prepared script but have committed it to memory. It’s much more important to look at the audience and not at the script, the screen with your PowerPoint presentation in the background, or indeed the floor, ceiling or clock at the back of the room.

A common technique is to find one person in the room and maintain eye contact with that individual for three to five seconds. Then find another person in another part of the room and do the same thing again.

It may be easier to start with people you have met previously and then move to those with whom you must also build a dialogue.

Feel free to walk off the stage and into the audience – this makes it more entertaining and more personal, and also allows for more natural interaction with the audience, inviting two-way conversation rather than having the audience staring at you throughout the presentation.

Maintaining eye contact is more of a challenge with a larger group, but you should strive to reach as many people in as many areas of the room as possible.

Where the audience is over 25 people, then the horseshoe-style layout is useful for presentations up to 50 people (Figure 6.6).

Figure 6.6 Horseshoe-style room layout for a sales presentation

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