The first step in making a sale is to set up a meeting with the prospect. Once this is done, the rest is up to you to make the sale happen. It's time to polish up on your presentation skills, as what you say, the questions you ask, and how you present yourself will have a high impact on your sales success. Other presenting topics will be covered in upcoming Sales Tip Newsletters. Today, we share a little about properly setting the stage. Depending on where you will be giving the presentation, you have control over the feel of the presentation room. Take the time to set up the room to accommodate all attendees comfortably. Make sure there is plenty of room for everyone, and that they can have proper visual contact with yourself and others in the room. You may need to make the room accessible to the disabled. Also make sure that the room lighting is conducive to a sales presentation. For example, no matter how energetic the person, a dimly lit room with dark walls will make the attendees wish they were at home sleeping. Be inventive in creating your presentation so that you can limit the amount of time that the lights are dimmed. You will want the complete attention of the prospect, so cut down on room distractions. If the room has windows, keep the blinds closed or slightly open to keep attendees from focusing their attention outside.

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Clutter is another distraction. You don't want the prospect peering at the box or stack of papers in the corner of the room, wondering why they are there. Clutter can also make the prospect think that you didn't care enough about them to tidy up. A dirty room is also a distraction. Keep the presentation room and any welcoming or entry rooms clean, so that you won't be embarrassed by the location's appearance. Noise is yet another potential disruption. Be sure to turn off your cell phone and do whatever you reasonably can to buffer other noises.

Make the presentation another opportunity to promote yourself and your offering. Consider setting up a table in the presentation room containing some marketing and sales materials along with coffee and easy-to-eat food items. Sales items you want to include are: promotional items, business cards, testimonials, brochures, samples, any special offers the prospect could take advantage of and any items that would make the decision to purchase easier. Placing these items with snacks and beverages is sure to get the prospect's attention and make them feel welcome.

Setting the presentation room mood using the above methods will help the presentation run smoothly, will increase your confidence, and will allow the prospect to completely focus on the value the offering will bring to their business.

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