Sometimes, sales or closings happens not because of the business system or product you explain. It may be because of how you present your information or how you appear during the table talk. Make sure that these sessions are kept lively and engaging and do not turn it into another science project presentation. Monitor your prospects and look out for any signs of boredom. Is he still interested in your presentation.
Some tips on how to achieve this is by following the VAK method.
V - Visual
A - Audio
K - Kinetic
Visual here refers to both your appearance and your presentation tools. Dress properly and make sure that your appearance does not distract him but instead increase their respect and first impression of you. First impressions last and usually it's the first impression of you that stays in the prospect's mind for some time. Your presentation have to be visually appealling. There must not be too much words. Graphical representations of the business is better then reading out a huge paragraph of words. Colorful images and graphic helps prospects understand the message better then rows upon rows of words, written or spoken.
Audio mostly refers to your usage of volumes and tones during the discussion. Use different volumes and tones to emphasize on certain things more then others. If you wish to convey something amazing such as the face-lifting effects of Lumiglow, use a higher enthusiatic voice as you show the dramatic difference of the before and after photos of testimony.
Kinetic refers to your gestures and hand movements that helps convey the message across to your prospects. Also beware of unwanted gestures such as shaking your legs or clicking on your pen continuously. This may show a lack of confidence on your part or it may simply distract your prospect defusing his attention in the discussion.
Along with those guidelines, do keep the discussions and table talks engaging and maintain interactivity between you and the prospect.
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