1. Unclear Purpose
    Make sure your audience understands why you are making the presentation. Be concise and clear by providing an outline of what you are going to cover.
  2. Unorganization
    If your presentation is all over the board, your prospect is not going to be able to follow what you are saying, nor will they remember what you said. It may also indicate to them that future dealings with you may be just as unorganized and send up a red flag.
  3. Too Much Information and Not Enough Benefit Statements
    If you are just stating facts and features, it will become boring to your prospect. Make sure you have qualified your prospect first before presenting. Then tailor your presentation by turning the features of your products into how they will benefit from them based on the needs they have expressed.
  4. Monotone Voice
    Boring. You need to show enthusiasm for your product or service and speak with confidence. Maintain eye contact and be sure to smile.
  5. Appearance
    Your visual appearance influences your prospect more than you know. Be sure your clothing is clean, pressed, and fits well. I know this sounds ridiculous but there are salespeople out there that aren’t following this rule. Make sure your shoes are clean and free of nicks and scratches. Women should not wear excessive, distracting jewelry. Men should be sure their pockets are free of loose change and other things that jangle and cause distraction.
    Nothing shows disrespect for your prospect that being late for your appointment. Make it a point to arrive 5-10 minutes early.

Author: Kathy Jiamboi

Owner of Creativedge Marketing, where growth-oriented dentists find dental practice marketing strategies and advice to take their practice to a new and higher level.

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