Presentation Tips That Will Help You Close More Medicare Sales [INFOGRAPHIC]
How good are your presentation skills?
If you answered “not too great”—don’t worry! Presenting doesn’t come naturally to most. But, there a lot of tips and tricks you can use to improve. Since presentations are critical in sales, we’ve put together some presentation tips just for Medicare brokers.
You can download your own copy of our Presentation Tips infographic to refer back to.
We all know the importance of a first impression. Your presentation is a representation of your authority in Medicare sales—it’s an important factor in building trust with a prospect. That’s why you have to get it right.
Don’t Listen to This Presentation Advice
Unfortunately; there are a lot of common misconceptions when it comes to presentations. Here are a few to avoid:
- Don’t have too many slides. Having a lot of slides isn’t a bad thing. More slides (that are designed properly and aren’t cluttered) are better and easier to follower than fewer slides stuffed with too much info.
- Too many slides means too much time. More slides don’t necessarily mean you’ll spend more time. If you have less text on a slide, you’re more likely to keep your audience engaged in what you’re saying.
- Animations are everything. They aren’t. Less is more.
- Place a lot of text. People tend to do this so they can read off the slides. Never read off your slides. More on that later.
- I don’t need to practice. You do. Practice until you come across as natural with a good, slow speaking pace.
Avoid these Common Presentation Mistakes
- Rambling. We all get nervous sometimes, but that’s why practice makes perfect. Your audience is following what you’re saying. If you don’t want to lose them, keep your points clear and concise. Look to grab their attention and maintain their interest, and only go into detail when necessary.
- Spending too much or too little time on your slides. As a general rule of thumb, spend no more than 2 minutes on a slide to explain a talking point.
- Reading off your slides. Like we said before, never do this! It’s not natural and it won’t come across well to the audience. If they’re listening to you, you should know what you’re talking about! Use your slides as a way to guide your audience through whatever you’re talking through. Less text and more images are key.
- Standing still. Don’t forget your body language! Move around and use hand gestures to keep your audience interested and engaged.
Presentation Tips to Rock Your Next Sales Meeting
Okay. We’ve covered everything you shouldn’t do while presenting. Now here are some tips that you should use to start giving more effective sales presentations and converting more leads.
To capture your audience:
- Start your presentation by identifying their “need” or “problem”.
- Use stories and personal examples.
- Ask your audience questions.
- Use eye contact.
- Be enthusiastic.
To keep their attention:
- Have a well-designed presentation.
- Use appropriate body language.
- Show personality.
To be professional:
- Use a remote-control clicker to change slides.
- Present your points in an organized way.
- Speak at a normal, calm speaking pace.
- Prepare for possible questions.
- Use your time effectively.
With these tips, you should be able to nail any Medicare sales presentation and start converting more leads. Ready to get started?