If I Say It One More Time

Off to the show again—your tenth show this year promoting your newest product. It’s the same product you’ve been talking about every hour of every show for the last few months. After a while you may feel like a robot, repeating the same words with the same tone of voice, over and over. Teachers, trainers and actors have this problem too. How do you make what you have to repeat consistently interesting and engaging?

I will be speaking at EXHIBITOR2012 in March to CTSM candidates, event planners and exhibitors on the topic of Selling without Spewing, a topic I have spoken and written on before. As a first-timer at this conference I was required to attend a speaker’s workshop. 

Our instructor Dan Lumpkin said something that will stick in my mind. When he walks out in front of his audience he tells himself that he is presenting a wonderful gift that he knows they will enjoy. His presentations reflect his positive attitude. He has such a following that some people will take any class he teaches just to be in the room with him. If you are going to EXHIBITOR, make one of your classes his.

Step 1: Think of yourself as handing the perfect present to your audience.

Step 2: Change the order of your presentation; talk about the benefits this particular person will find the most interesting first.

Step 3: Meet and connect with your prospect and find out why they are interested in your product.  Be sure you understand what their company does and how your product will benefit them.

Step 4: Ask questions and answer your prospect’s questions while discussing your product.

Step 5:  Positive thoughts will improve your outlook and your presentations will appear fresh. Use affirmations to reinforce the attitude you want to project.