I often come across sales people that want to have the perfect sales or listing presentation. They are afraid to go out there confident, unless they have it down perfect.
One of my realtor clients was new to the business and was panicking as she had to do a listing presentation. She had never done one and was not prepared. After mentoring, coaching and practicing with her for ½ hr. she still felt not ready. I encouraged her to go ahead, be herself, remember the few important things we discussed and do her best. She got the listing and was thrilled how easy it actually was. When we talk to people from a place of honesty, being genuine, caring, knowledgably and compassionate, people open up to you. People rather see you being not perfect at your presentation, admitting it, in case you don’t know of something, and getting back to them later, than someone that is trying to fake it, trying to impress and trying to win them over.
Here are some pointers that always make a difference in your sales & listing presentations:
1. Be honest. Honesty is always impressive. Show real interest in the person and trust your intuition. When you are passionate about who you are and what you do the presentation will fall into place.
2. You don’t have to be perfect. Stop waiting for the perfect time, the perfect presentation, the perfect set up. Just go ahead and do it, you learn from it all and can evaluate and improve. Otherwise, how else will you learn to be better or make anything happen.
3. Practice your script ahead, read it 5 times out load and then use your own words to do the script. This way it will feel natural and not memorized. It has to feel the words are coming from you, not someone else.
4. Be the leader in your presentation, say: let’s sit down at the table and discuss this. Take charge and don’t be shy .
5. Don’t be hard on yourself, acknowledge what you have done right and achieved. Look at it as a learning journey that can always be improved.
Don’t procrastinate…. Don’t worry about getting it right, be yourself and be passionate about life, you will see you will impress and be admired.