Presentation Success Plan

What goes on in your head and your body when you are asked to give a presentation? You will learn how to create a winning mindset.

Do your knees get wobbly, your mind goes blank and you would rather be doing ANYTHING rather than pick up the telephone receiver or speak to someone face to face?

Let’s dissect the problem.

What could be the cause?

1. Belief in your product.
Do you truly believe the product will do what your marketing says that it will do? Even go a step deeper and examine if you know what your marketing presents as facts about the product. Maybe you are very new to the business and do not have extensive knowledge of your own. If so, what convinced you to join the business? Always tell the truth but feel free to admit exactly what sold you on joining the business. If it sold you, it may be the trigger to assist them in making a decision. If you are new, admit it. At least in my experience, there is always someone who has more time, experience and knowledge available to answer questions. If not, then there is a web site or a recorded call which contains more information. Admitting you are new and don’t know all of the answers yet gives them confidence that they will be fine when they are new to the business.

Knowledge is not knowing all of the answers but knowing where to find the answers. Keep a sheet beside the phone with the web site address, recorded phone call number and the phone numbers or email addresses of your mentors. (Calling them mentors is fine. Referring to them as grizzled veterans is not an ideal image. As a lady, referring to them as “old timers” is not on the desirable list either.) Wait to do a 3 way call after they have reviewed the information and indicated a high degree of interest. Mentors are awesome about assisting new team members; they are even more anxious to assist you when you respect their time as well.

Attend product calls, read product information, and become a product of the product. This will increase your belief in the product.

2. Belief in yourself.
This represents the major hurdle for people starting out in their first business. Go get a large yellow pad of paper and start writing EVERY success you have ever experienced in your life. Include everything from getting your parents to agree to a request of yours to going out with someone special to getting your kids to agree to do what you wanted. Each and every one of these are presentations. A presentation is a conversation with someone where you presented a point of view and they agreed.

Succeed once and you can do it again. Succeed several times and you are on a positive track. Everyone has numerous successes in their life. Recapture that feeling of success and bring the positive feeling to the call with you.

You believed in yourself and your potential to succeed or you would not have joined a business in the first place. Recapture that excitement and belief in yourself.

Tony Robbins said, “Everything you need is already in you.” Collect some positive affirmations and post them in front of you. Repeat them aloud before you pick up the phone.

If you are still hesitating, allow your mentor’s belief in you to serve as the belief factor until you can bolster your own belief.

Celebrate every victory.

3. Belief in the company.
You must have believed in the company and the opportunity or you would never have paid the entrance fee to join. This is one of the key factors why allowing someone to start for free does not work. Start for free and it is far too easy to give up at the slightest bump in the road. The more investment you have in your success, the more determination you will expend in your behalf.

Listen to company calls, do some research on the company and confirm your belief that you are in the right place at the right time.

When you have belief in the product, the company and yourself, it will be easier to pick up the phone and easier to speak to those you meet.

4. You are now past the trembling and heavy lifting of picking up the 400# phone. Now that is as easy as picking up the phone to call a friend. That’s easy right? The person on the other end is simply a new friend you have not met yet. You already know they like you because they entered their information in your web site. They already like you.

What do you say when they answer the phone? What do you say to a friend? Remember they requested that you provide information to them. All you have to do is determine how you can help them the most. People are generally looking for more money, more time or more freedom. Most companies provide training calls and or scripts to assist you. Don’t read it, have a natural conversation. You would not need a script to ask a friend how they are doing and how you can help. Same situation, different person.

5. Remember they contacted you. You are speaking to them to determine how you can help them.

If you feel a few butterflies, just remember that you genuinely care about helping them. You are responding to their request. You are helping them clarify the problem to be solved and them offering the best solution you have to solve their problem.

Remember:
1. You believe in the product
2. You believe in yourself
3. You believe in the company
4. You are responding to their request.
5. You are helping them clarify their problem and solve it.

There are 5 simple steps to creating a winning mindset.

The LURES Of Negotiating

One of the most important skills each of us need to develop and enhance is to become a truly effective negotiator. In nearly every aspect of our lives, business, personal, organization, etc., we very often discover ourselves in a situation that rerquires negotiating skills. Since there are very few, if any, scenarios when there is total and complete agreement, we end up in some sort of negotiations if we wish to get things accomplished. Imagine family situations, especially either between siblings, between spouses, or between parent and children, and think about how often there is a need to negotiate? Most businesses need to make certain choices and/ or decisions on a daily basis, if they are to progress in a meaningful basis. Perhaps one of the biggest stumbling blocks that occur in politics is that there are a dearth of political leaders that are effective negotiators. Those desirous of becoming effective and meaningful negotiators should prioritize the LURE of negotiating: listen; understand; repeat; empathize; and seize control of the situation.

1. It all begins with being an effective listener. This means that you not only pay attention and hear what others say, but commit to acquiring all necessary facts and information that will make you have more clarity.

2. While listening is an essential first step, unless it is followed by understanding what is both being said, and what is left unsaid, there is little opportunity to communicate in a manner that accomplishes one’s goals and aspirations. This requires follow up questions that probe as deeply as possible, so as to realize the nuances and meanings that the other person is implying.

3. Once one feels that he has a clearer understanding of the needs, wants and position of the other person, there is a need to repeat what one believes is being said, doing so in the form of a question, in order to get agreement as to what needs to be discussed, and the issues involved.

4. While the first three steps are quite important, perhaps the most essential component and often overlooked one, is being empathetic. An individual must be empathetic without appearing sympathetic. Empathy may simply be considered as putting yourself in the other person’s place (so as to better understand both how they feel and the needs), while sympathy is merely feeling sorry for someone (which may be appropriate in short doses in certain scenarios, but almost never in negotiating situations).

5. All of these preliminary steps need to culminate in a position where an effective negotiator is able to seize control of the situation. It is important to understand, however, that gaining control is far different than trying to negate the other party’s needs. Rather, when you are able to maintain control, you can move the negotiation forward in progressive manner, striving for the goal of win – win results.

Since negotiating skills are so important, doesn’t it make sense for each of us to become better at them? Therefore, doesn’t it make sense to proceed in an orderly and organized manner, effectively utlizing these five steps?

Prepare for Your Next Salary Negotiation

Entering into a salary negotiation can be one of the most intimidating parts of the job search process. Knowing the correct questions to ask and the proper way to handle the situation easily can be the difference maker between thousands of dollars on your annual salary. Being able to approach the negotiation in a professional and informed manner can make the process not only profitable but also stress-free.

I entered my first salary negotiation extremely unprepared. It was my first job after college, and I was excited to have simply received an offer. Prior to my interview, I focused on honing my skills and responses. I spent little time thinking about my salary, let alone the necessary knowledge I needed to enter into a professional negotiation.

I quickly realized that I had overlooked a major component of my job search process. I felt clueless when the employer asked me about my salary expectations when offering me the position. I realized I should not have spent all my time researching possible interview questions; instead, I should have also devoted energy to investigating the position’s average salary and some negotiation tips. Although I felt confident with my responses during the interview, I knew my inexperience during the salary negotiation led me to accept a much lower salary.

Although this early blunder most likely cost me thousands of dollars, it helped me understand the importance of salary negotiations during my next job search. I quickly understood that employing a few simple tips would provide me with the necessary tools to confidently discuss my salary during my next job search.

When preparing for a salary negotiation, a perspective employee should begin by researching the average salary for the position. Luckily, there exists multiple websites that that provide salary information to perspective employees. I found of a number of these resources helpful, particularly when interviewing for a position outside my traditional field of employment. These websites allow perspective employees to not only research the average salary for a given profession but also the average salary for an array of companies-primarily large corporations. Having a basic understanding of the salary range for a given position allows for a perspective employee to develop a starting point during the negotiation process.

Knowing when to discuss salary requirements is also crucial to the negotiation process. Although an interviewee might be eager to enter into a discussion about the position’s salary, it is inappropriate to discuss during the interview process-unless the employer brings the topic up first. Instead, a perspective employee should wait until they are offered a position to begin negotiating their salary.

More importantly, they should try to begin the discussion by inserting what they feel is an amount appropriate for their skills and experience. By initiating the first offer, an interviewee is able to control the negotiation from the beginning and causes the employer to work around the presented offer-a crucial tactic during any negotiation. From my own experiences, making the first offer allows me to feel in control and significantly boosts my confidence during the process.

If an employer brings up the salary requirement first or responds to an initial offer with a lower counter-offer, it is appropriate for a perspective employee to reiterate their initial offer. This response should be framed in a proactive manner that highlights the specific skills, experiences and goals that qualify the candidate for the position. I have found that by reiterating my skills and discussing perspective goals, I was able to not only remind the employer why they had offered me the position but also was able connect clear, concrete examples of why I deserved my requested salary-a win, win situation.

While many employers may accept the salary requested by the interviewee, some might wish to discuss the offer with their human resource department-a common occurrence. A perspective employee should honor this request but also ask that the employer respond within a specific deadline. Stating that an answer is time-sensitive due to the presence of other offers positions a candidate as sought after and competitive. Furthermore, a perspective employee should restate their interest in working for the company to make them feel like their first choice. I have found employing this approach allows the conversation to end on a positive note and without any damaging miscommunications-such as leaving the impression the position is not your initial choice.

Finally, an interviewee should always remain professional during the negotiation. Making an aggressive demand or offering an ultimatum to a perspective employer rarely works. Being assertive is expected but being rude and pushy can cost a perspective employee the job. I always make sure to keep my voice level and ensure I am not taking an aggressive tone that would offend the employer.

As you prepare for your next salary negotiation realize it is normal to feel overwhelmed or intimidated. By following a few simple steps, such as being prepared and remaining professional, you can ensure the process is not only positive but also a confidence builder. It is impossible to build skills overnight, so understand mistakes are expected; however, being able to minimize those mistakes can add thousands of dollars to your annual salary.