[8 Steps To A Live Presentation That Sells Series] Article #22 ~ The 8 Steps for Speaking Success

The quickest way to make sales and build your business is through public speaking — provided you craft your speech properly, that is.

And that’s what I’ve been showing you how to do in this series.

It’s time now for you to put these eight steps to work. To help you with that, here is a summary of all of them again. [To read the complete articles, revisit my blog.]

Step 1: The Grabber

Begin your presentation with a bold statement about the promise of your work that grabs the attention of the room and doesn’t let go.

For example, “How would you like to make five figures in sales from the stage, every time you speak?”

If you’re interested in speaking for the purpose of sales, your attention will be riveted on what I’m about to say.

Step 2: Lay Out the Game Plan

Orient the audience by briefly telling them what you’re about to do.

For example, “Over the next hour and a half, I’m going to share with you my eight-step formula for crafting presentations that will have your audience lined up in the back of the room.”

Step 3: Lay Down the Rules

In order to make sales, you have to control the room, and to do that you need to lay down the rules, the most important of which is no questions.

Step 4: Establish Your Credibility

Build your foundation for massive back-of-the-room sales by proving that you are worth your audience’s time, attention and investment.

Do this with a powerful introduction by your host (which you write), and by offering live or written case studies and/or testimonials of people who attest to the value of your work.

Weave your testimonials seamlessly throughout your talk as examples or stories.

Step 5: Transition Smoothly to Your Story

After you’ve begun to establish through case studies and testimonials that you’re worth your audience’s attention, you want to keep that attention by making a smooth transition to your story.

For instance, if I had just told the audience how my client Elaine made $96,000 in 18 days, I might say:

“I know that a lot of you may be thinking to yourself, ‘How can I do what Elaine did?’ The answer to that question eluded me for most of my life. In fact, when I first started out, I was sick, broke and had a terrible attitude.”

Then, I start telling my story.

Step 6: Tell Your Inspiring Story

When you’re speaking for the purpose of sales, your inspiring, rags-to-riches story of how you came to be where you are and know what you know, is central to your presentation.

People listen with their ears, but they hear with their emotions, so your story must come from your heart and be emotional.

Unless the audience is emotionally invested in what you’re doing, you’re not going to sell them a damn thing. But if they are emotionally involved, they’re very likely to buy.

Step 7: Transition to the Close

I don’t move into the close until I determine that the audience is ready to buy. And I test their interest and engagement throughout my speech and again right before I close.

I’ll ask, “Is this making sense?” while raising my own hand, and seeing how many audience members are raising their hands as well. This tells me how many people are with me.

Until the majority of the hands go up in response to that question, I keep transforming my talk.

But once there’s a sea of hands in that room, I transition smoothly to the close.

Step 8: The Close

Finally, start by talking about the specifics of your product or program, focusing on the results purchasers are going to get, and how easy and doable your program is.

Once you’ve sold them on the results, about 85% into your close, signal to your assistants that it’s time to pass out the order forms.

The Final Word

Listen, you don’t have to be perfect to make sales. Just do the best that you can, and be authentic.

If you are true to yourself, while following these eight steps to a tee, you will be successful.

There should be a clamor for the back of the room ~ and a very nice payday for you and your promoter ~ when you step off the stage.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

How to Make a Great First Impression on Stage

This week's question from my portal “The Neagle Code: Directions
for Life”
comes from Hilda.

Neagle                 Code Question

Hi David,

I have my first speaking opportunity coming up in 3 weeks. I can’t sell from stage, but I can make a free offer. I’m having trouble deciding how to start my talk. Do I thank the host and then jump right in?

Neagle                                               Code Answer

Hilda, I’m so glad you asked this question.

I see so many speakers make the mistake you’re about to make.

In short, NEVER open a presentation by thanking the host or the audience for being there. It’s terrible positioning and leaves the audience wondering who you are.

Instead, take control of the audience.

Let me explain.

Walk out onto the stage with confidence and energy, and immediately give the audience a directive.

Ask them to take out a piece of paper and write something down.

Ask them to close their eyes and think about something specific.

Ask them to DO something.

This lets your audience know that you’re in control and it also allows you time to settle in and calm the adrenaline that’s pumping in your body.

It shows you are confident, and sets the tone for the entire presentation.

Do this and you’ll set yourself up for a successful experience right from the beginning.

Just Believe,®
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