Selling From The Stage: How To 'Clean House' in Back-Of-The-Room Sales
James Malinchak
Have you ever wondered how to effectively sell from from the stage and increase your back-of-the-room sales? Selling from the stage is an intricate process. However it can be simple if you know what people want to hear and what they do not want to hear. Platform selling deals with the art of persuasion, if you are able to grab the audiences interest and tap into their desires, then you can gain high profits from the immediate sales. The key here is to build up a desire in the audience; a desire which you can ultimately fulfill. Before anything else, you must intend to present yourself in a very approachable manner. First impressions last, so start your speeches with enthusiasm and in a very affable manner. Always bear in mind that your ultimate goal is to get your audience to want what you have. So it is very important to start your speech with a powerful introduction that will set up your sales pitch effectively. Introductions usually portray the problems that your audience may have and in due course you will present a solution. When selling from the stage, always put yourself into the buyers' shoes. Understand their motivations and work it out like a master. However, don't fall into the habit of 'overselling' your product. Buyers may get turned-off. There is always a trust factor in this venture. Audiences will always buy from someone they can trust. Before the audience hears what you have to say, they need to get to know you first. This is called building rapport. A great way to build rapport and trust is by telling the audience about your self and how you came up with the product. Never give an impression that you created a product just to get profits. It is always better to explain the passion you felt and why you and the audience need the product. When speaking and selling on stage, always try to avoid being too proper or being too formal. The audience will always prefer a 'buddy' speaking to them. However, stay true to your intentions and always show knowledge and expertise about the particular subject. It is imperative that you believe in your product. It will be extremely easy to pitch a product you have faith in. On stage, your confidence in your product is apparent so make sure what you're selling is worth it . Use personal stories to support your points. Stories are very persuasive. Stories also promote your products inconspicuously. They teach lessons, support points, and it also keeps you from giving the impression of 'oversellingî. In your pitch, always maintain an easygoing character. Have fun. Relaxed audiences are easy to persuade and more likely to become buyers. Your choice of words is vital when doing a sales pitch. Avoid words such as buy, purchase, order, or work; typically, words that indicate taking money out of their pockets. Always emphasize on the benefits of your products. Also, you should always offer a bonus; an extra incentive to immediate buyers. Make them feel that they will miss out on something if they won't avail immediately. Do trial closes throughout your talk and direct people to get your products but don't make people think that it's too much work to complete your materials or to do what you suggest. Get to the product table right after your presentation and be prepared to great your potential buyers.
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