Ron Goch
The Telios Group
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Research, Prepare and Practice

August 9th 2006

Q. I get nervous easily when giving presentations, also, just before and during sales appointments with prospects. What recommendations do you have to make me more comfortable with presenting?

A. If you research, prepare and practice thoroughly, you should feel knowledgeable and comfortable and you’re presentations should feel fairly natural.

Golfer Fred Couples says, “When you’re prepared, you’re more confident. When you have a strategy, you’re more comfortable.”

The more you practice, the more comfortable you should feel with the delivery of your presentations.

Arthur Ashe once said, “One important key to success is self-confidence. An important key to self-confidence is preparation,”

The focus on sales meetings with prospects should be on pre-meeting research and getting to know as much as possible about your prospect and their organization versus developing a prepared presentation.

Once in the meeting with a prospective buyer, smile, ask questions, listen and gain more information that will determine the prospects needs and possible solutions you could provide.


Ron Goch, The Telios Group 

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