1. Be well groomed: neatly combed hair, trimmed nails, clean-shaven appearance.
2. At formal occasions Dress smartly:
Guys—Shirt, pants, tie, jacket/coat
Ladies—Trouser suit or skirt suit
For Casual occasions:
Men—Dress smart casual = open collar or polo shirt. Always be sure your shoes are clean.
Ladies—Don’t wear a skirt that’s too short or a top that’s too plunging. It gives the wrong impression and is definitely distracting. If wearing open toe shoes, check that your nails are trimmed and freshly polished.
3. Prepare your file, forms, stationery, catalogues and papers. Remember, less is best. Be organized and neat in all aspects.
4. Go to the bathroom before every presentation. Check your appearance before meeting the prospect.
5. Smile and greet the prospect warmly before leading them to the seat. (Be prompt to attend to them and remember their name/names.)
6. At a rectangular table, always sit across from the prospect. For a round table:
A) Always sit on the prospect’s right, if you are right- handed.
B) Always sit on the prospects left, if you are left- handed.
7. Ask questions at the start to get as much information as possible for later.
8. Speak clearly and concisely. Use expressions or gestures to back up your speech, but always stay polite and professional.
9. While presenting, maintain eye contact.
10. Write clearly! It will impress your prospects.
11. Always lead your prospect throughout the presentation and only answer queries at the end.
12. Always praise their prior achievements and years of experience from whichever industry they come from.
13. Stay with your prospect until you are ready to let a “mutual associate” take over the “personal discussion.”
14. Help to fill up forms and proceed to payment, if a close is done by you.
15. After closing, teach the newcomer an overview of the 5 Success Steps from the Getting Started Guide.
Definite Presentation “Don’ts”
1. Don’t come with uncombed, long hair or a dirty or unkempt appearance.
2. Don’t wear a T-shirt, jeans or have too many accessories (e.g. bangles, nose rings, etc.)
3. Don’t do preparation in front of your prospects.
4. Don’t fidget or yawn. If unable to control either of these, turn away from the prospect’s view and cover your mouth when yawning. Don’t EVER keep the prospect waiting.
5. During a presentation:
A) Never sit beside the prospect’s girlfriend, if you are a man.
B) Never sit beside the prospect’s boyfriend, if you are a woman.
6. Don’t presume they are whatever your “mutual associate” tells you they are.
7. Don’t whisper and mumble or fumble. Avoid a monotonous tone, Don’t indulge in smoking or any vulgarities such as swearing while presenting.
8. Never let go of your prospect’s gaze for more than a split second.
9. Don’t write with the paper facing you and then turn it to face them.
10. Don’t digress from your presentation. Be in control of your presentation.
11. Don’t belittle their hard work or their intelligence, but rather demonstrate your own strength.
12. Don’t make any personal attacks on the prospect. Don’t use any force to make the sale, and don’t force the prospect’s decision making in any way.
13. Never leave your prospects alone when there are two or more. You do not want negative comments expressed while you are at your car, in another room or talking to someone else. They will have time to discuss later.
In short, be relaxed, but as professional as you possibly can to create an atmosphere of purpose and success.
I wish you every success!
Yvonne
Myfreedom
