Sales Presentation Training

Sometimes timeless presentation secrets are locked inside of statues. Take the statue of Justice for instance.

Justice is often shown blindfolded, with a sword in one hand, and a scale in the other. A statue of her can be seen at many government courts, institutions and monuments.

But she must be able to see through her eyes. Otherwise she wouldn’t need a blindfold.

And what’s the story about the sword? Hmmm…if you’re guilty…you’ll get your head cut off. If you’re dishonest, she can cut through the noise. And if you aren’t real, she will use her sword to push back the curtain and reveal the truth.

Strangely, tho many of the ‘Justice’ images in the legal profession only show the scales. Why is this? The scales are constantly weighing and evaluating. Weighing truth vs. falseness. Discerning real from fake. Sensing with extreme precision whether you are for real or not.

What does this picture of Justice have to do with your audience?

They are doing the same thing. Let’s examine this more closely…

Secret 1. Be Aware Of The Blindfold

Your audience may have a blindfold on because you are an expert, the CEO or an industry leader. They may give you the benefit of the doubt and listen if you give a presentation.

But remember this: if the eyes are blindfolded, all other senses are on high alert. Your audience is highly tuned to the sound of your voice, the intonation in your phrasing and your specific choice of words.

Individuals in your audience are listening ‘with all ears’ as the popular expression goes. So, it pays to be extremely aware of how your voice shapes your ultimate presentation impact.

In addition, if the eyes are blindfolded, the kinesthetic or physical intuition is extremely sensitive. It responds like a needle flutters to the teensiest input. This is highly tuned precise sensing. Everyone has it.

Why is this so important? Because your audience is making instant snap judgments on all the things you don’t say with your words–but do say with your body language.

This is why presentation experts hammer the importance of body language. Your body tells a story. The way you stand says volumes. Are you slouched sending a message of insecurity? Or are you standing confident and communicating authority and leadership?

Your posture, your movement, your hand gestures communicate a presence. This is felt and interpreted by every single person in your audience.

Even if your participants give you the authority to stand up and speak in the front of the room–they are highly tuned to what you are saying with your voice–and the messages you are sending with your body.

Which brings us to the next part of the picture…

Secret 2. Watch The Sword

There are three ways your audience can wield the sword.

No. 1. They cannot use it. But leave it in the air. This is often the case if you are presenting to higher authorities and senior teams who do not want to reveal their decision.

Frustrating as heck for the presenter. But the sword in the air keeps the power in the hands of the audience.

What can you do? If this is the case in your presentation, it often helps to simply acknowledge the presence of the sword. This may not evoke an immediate response from your audience, but it shifts the balance of power.

No. 2. They can over use it. If your audience is instantly judging and fighting your ideas, proposals and strategies, you are in a heavy-sword situation. One or more people in your audience may be threatened by your recommendations. They may have a different agenda or perspective.

This is high-conflict territory. It helps to have a facilitative set of skills to navigate through this kind of presentation. If it happens to you, you may want to explore a fast acting remedy: Acknowledge and Defer.

How does this work? You acknowledge the feedback and comments, and define when these objections will be addressed. If you do this well, you can often uncover a more open state of mind–even from the very folks who were ‘up in arms’ against your presentation.

No. 3. They can use it judiciously. The sword is incredibly valuable as a precision instrument to sort out truth from fiction. Threat from problems. Smart leaders and smart audiences are ready and willing to pull back the curtain on their own beliefs. This can open up all kinds of new opportunity, different states of mind and unlimited potential.

Judicious use of the sword requires a certain maturity and wisdom. Not one based in years or age. But one based in self-understanding and genuine listening.

Clearly, this is where you want to go to get breakthrough ideas and invite a remarkable connection with your audience.

This brings us to the third part of the picture…

Secret 3. Sense The Scales

One of the most fascinating things about the scales is: they are based in feeling. Justice is holding the scales and sensing which side is right or wrong, based on weight.

Your audience is doing the same thing. Constant evaluation. And here’s how it sounds in the private chambers of your audience’s mind:

“Oh…I never thought of it that way. I should vote yes.”
“I never trusted this guy. I don’t trust his strategy. I should vote no.”
“Now that’s a breakthrough idea. Let’s go that way. I should vote yes.”

And the scales are swinging. Back and forth. Yes and no. For and against. Moment by moment by moment. In constant flux.

This is good news (and bad news) if you think about it. The good news is people are not usually permanently stuck in the mud of fixed thinking. So if you are more persuasive and authentic, people will sense this and change their minds.

What’s the bad news? If you try too hard to be convincing, you can come off as a snarky pushy salesperson. And the very person who was ready to vote for your proposal will get turned off.

Opinions can change on a dime.

And they are changing because of feelings. This is really important to remember. Little things contribute to your audience’s complete package of feelings.

Little things you do. For instance, did you smile and shake hands at the door? Was your handshake confident and firm? Did you make direct and friendly eye contact? Did you listen and pay attention to each person in turn?

That’s just the first few moments. You can imagine how the scales are shifting. Back and forth. Throughout your entire presentation.

Now, I’m not suggesting that every audience is as super charged with emotion, judgment and power as what we’ve been exploring. But most likely you have had your share of high-stakes presentations.

Put It All Together

Whether you are asking for funding, proposing a contract, or pitching a strategy, your audience is deeply listening and feeling. For the best results, be absolutely certain you are sending an authentic message that gets extraordinary results.

What is Justice really seeking? Authenticity. Genuine emotion. Real care. Truth. When you are an authentic communicator, people can tell.
They see it. They hear it. And they feel it. And when all systems are ‘go’ then people decide to vote “Yes.”

What Happens Next?

Just like Justice after she has evaluated, your audience is likely to remove the blindfold, put down the sword, and set the scales aside. They will give you the most precious commodity: their trust.

This is the real secret: being authentic is the only way to give a truly compelling presentation. It is how you can gain and deserve the trust of your audience.