Swampscott, MA – Studies have shown a fear of public speaking is the most common fear a person can have, but with sales presentations so critical to the way we conduct business, whether your audience is a large group or just one customer, conquering this fear is essential to achieving success.
Susan J. Frank Associates is a consulting and training firm specializing in organizational transformation through its core program Conscious Communication. Led by Susan Frank, a former national advertising director whose resume boasts nearly 30 years of experience in various managerial roles for major corporations, the company works with employees, managers and even CEOs of companies to double their sales by improving communication and presentational skills.
“Most people present in front of a group, sit down and think, ‘Thank God that’s over with,” says Frank. “This program trains people to be free to be themselves with a prospect or customer.”
Still, Frank admits that’s easier said than done. The dynamics of sales are fraught with complexity: as a salesperson your performance is based on your productivity and your survival depends on your commission; once the customer senses you’re focused on your own agenda, your sale is all but lost.
According to Frank, improving the effectiveness of your sales presentation requires a shift in the way we perceive our audience. Rather than seeing a customer as someone to sell a product or service to, a salesperson must focus 150 percent on customer’s needs. Frank works with employees to eliminate their fear of public speaking by shifting attention from themselves to their audience.
“I work with people to connect deeply with the customer, because that’s what you’re selling: trust, presence, connection,” says Frank. “You don’t have to play a role. You can be yourself.”
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