Make a Connection and You’ll Make the Sale

Patricia Haddock, www.patriciahaddock.com

“Pay attention to what others say as they say it. Don’t formulate your response while they are speaking. Just listen.” That’s the advice of communications consultant Patricia Haddock, author of eleven books and over 600 magazine articles. Here are some of her tips for more powerful presentations.

1. Use stories and anecdotes to illustrate your points and involve your listeners. People relate to other people; storytelling captures the imagination and the memory.

2. Rehearse. Each time you rehearse your presentation—whether physically or going over it in your mind—you program it into your brain and body. The more familiar you are with the material, the more natural you will sound.

3. Make continuous eye contact to draw your listeners to you and keep their attention. Express interest by nodding, making eye contact, and smiling.

4. Read audience body language to make sure you are keeping their attention. If you see glazed looks, crossed arms, or blank stares, pick up the pace, move around, ask questions, tell a story, or cut to a key benefit that will wake them up.

5. Ask open-ended questions that require more than simple yes or no answers. Require straightforward answers to your questions. Rephrase your question until the person responds appropriately.

6. Paraphrase what the other person says, and ask if you are interpreting his or her comments correctly.

7. Ask for what you want, and if you hear no, start negotiating.