8 Tips to Help You Speak with Authority

With a roomful of decision makers in front of you and a sale on the line, a well-organized, interesting presentation combined with a smooth, polished delivery can often take you a big step closer to a sale. When every element of your presentation counts, leave nothing to chance. These eight speaking tips will help you sound as polished and professional as you look.

1. Know your audience.

Of course all decision makers should attend, but you should also know who else might be present. What do you know about your audience members? As you plan your presentation, consider your listeners’ personalities (are they dull or dynamic?), their level of knowledge and expertise on the presentation topic, their position in the company and any other factors that might help you determine the tone of your voice, the rate of your speech and the range of your vocabulary. If you know the best way to approach your audience, chances are you’ll make a stronger connection with them.

2. Arrive early.

Make sure you get to your presentation site in time to get familiar with the room and equipment you’ll be using. Check your microphone, lighting and audiovisual equipment. Spend some time on a last-minute rehearsal, or relax and concentrate on the task ahead of you. If you notice some of your audience members also arriving early, you might want to go ahead and introduce yourself to help build rapport in advance.

3. Make the first 30 seconds count.

To set the tone for the rest of your presentation, plan your opening carefully. Leave humor to the comedians, and avoid the predictable “Ladies and Gentlemen” or weather-report type of introduction. Instead, spend your time briefly introducing yourself and grabbing your audience’s attention with an eye-opening statement or anecdote.

4. Keep an eye on the clock.

If you only have 15 minutes, you might not have time to tell your audience everything you want them to know. Pick out a few important points and prioritize them. Even if you have plenty of time, you might want to save the minute details for later. Without speaking in the fast forward or slow motion mode, you can adjust your rate of speech according to the amount of time you have.

5. Put numbers on paper.

When you have a lot of figures and statistics to share with your listeners, put them in a handout and distribute it. Reciting column after column of numbers is boring and works against your goal of maintaining your prospects’ interest. Use visuals with graphs or pie charts to add impact to your numbers and help your listeners understand them.

6. Know your speech.

Reading verbatim from prepared notes is monotonous and doesn’t say much for your knowledge of the material and your preparation. Practice your presentation frequently until you know it well enough to deliver it from memory without sounding canned. Write down key statements on note cards to prompt you and to make sure you don’t omit an important point. Make frequent eye contact with the audience – they should feel as though you’re talking to them and not just in front of them.

7. Make a mental outline.

For a smooth, organized delivery ask yourself what five questions you hear most often, and set up your talk around them. Address each point in order and discuss it thoroughly before moving to the next. Be sure to cover any issues that are of particular interest to your prospect.

8. Rehearse with an audience and/or tape recorder.

The constructive criticism of fellow salespeople, managers or family members can do wonders to help improve your presentation. If you have access to a video camera or tape recorder, record your performance and evaluate it for yourself. You might be surprised at what you see and hear. Watch and listen for nervous fidgeting, hesitation and speech peppered with “ums,” “you knows” and other undesirable speech patterns. Make a list of the qualities found in a good presentation – varying pitch and tone of voice, eye contact with the audience, interesting, informative content – and have your rehearsal audience rate you on each.

You don’t have to have a natural talent or love for public speaking to deliver a great presentation. Preparation and practice – not ability – often make the difference between a good presentation and a bad one. If you’re willing to invest some time and effort into yours, you too can make a lasting, positive impression on your prospects.