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An NFL game has eleven minutes of playing time on average. That is, the actual length of time between the ball being snapped and the play being whistled dead. Now imagine how many hours a typical professional football player spends practicing and preparing for only a few minutes of on-field action each week. Consider the number of hours they dedicate to practicing on the field, repeatedly running through plays, and refining their already exceptional abilities. Even though these athletes are among the greatest in the world on the field, they never stop working on their craft, improving, and maintaining their competitive edge year after year.
So why don't we, as sales professionals, approach our art with the same preparation and practice mentality as professional athletes? Sales success is more than just what you say in your sales speech. It also includes the hours spent honing your speech and preparing for speaking engagements and meetings. Long-term sales success is determined by what you do both before and after presentations and meetings, and the two disciplines of practice and preparation go hand in hand with that success. One of the most important aspects of practice and preparation is that it provides you the confidence that you are ready, which results in your ability to concentrate on the work at hand.
It's important to prepare for any problems that may arise, such as an odd tech setup, a poorly lighted space, or a malfunctioning wardrobe. These minor problems frequently turn into bothersome distractions that can lower your performance level. There won't be any surprises or diversions if you go over every detail before your presentation or meeting, from the setup of the equipment and room to the introduction and conclusion.
Practice is the other aspect to this strategy. I believe in taking the approach the NFL pros use: while amateurs practice to get it right, the pros continue to practice to not get it wrong. The key word in the last sentence is “continue”. After having presented numerous times and conducted countless meetings with clients and prospects, we tend to consider ourselves as seasoned professionals. It's simple to give up practice because you believe you already know how to act and speak. This is the exact moment when practice really pays off. It helps you stay focused and on target with your main messaging.
Here are some practice and preparation tips for you to consider for presentations and meetings:
Presentations Tips
Allocate time for practicing. I use my walks and bike rides as opportunities to practice my presentations. The automobile is an excellent place to practice if you're not a walker or cyclist. The confines of the car make it an ideal setting for ironing out the creases in a pitch or presentation.
Practice in front of non-experts on the topic. Consider their suggestions carefully. This compels you to abandon the acronyms and jargon that so many people employ at the risk of alienating your audience.
Audio or video record of your presentation. Replay it and note any areas that need improvement. Does your message flow logically and make sense? Do your fluid motions add to your presentation or detract from it?
Consider the way you come across during a presentation. It's critical that you exude enthusiasm and assurance when giving a presentation. You can improve it by grinning, looking your audience in the eye, and changing the speed of your speech to highlight key ideas.
Never enter a room cold. You should be aware of the room's acoustics, the audience's proximity to the stage, and the sight lines on stage.
Examine the other speakers. If you are at a conference, observe the audience's reactions and interactions with the presenters to determine what works and what doesn't.
Meeting Tips
Conduct audience research. Consider all the potential directions the conversation can go and how you would respond to certain inquiries.
Give yourself fifteen to twenty minutes' notice before a meeting. You'll be able to adequately prepare and focus on the upcoming meeting and next steps you wish to identify.
Avoid scheduling too many back-to-back meetings. Taking on too much can wear you out. Five excellent meetings a day is preferable to eight mediocre ones.
Ultimately, the formula is as follows: confidence is equal to complete practice + preparation. Your presentations and meetings will go more smoothly, and it will be simpler to close the deal if you are more prepared. That is the greatest use of your time and energy that you can accomplish. So, go ahead and begin!
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