PPB Article by Lisa Horn
IF YOUR PRESENTATION WASN'T SUCCESSFUL, IT ISN'T ALWAYS THE OBVIOUS REASON FOR WHY IT FAILED.
You finally got the appointment to see that big account you've been chasing all year. You've done your research, created a meaningful visual accompaniment (AKA - Powerpoint) and rehearsed your lines. You act out the scene in your mind until it becomes second nature.
But when it comes to the big day, the actual presentation wasn't met with resounding applause. while the client liked your ideas, there seemed to be some kind of disconnect you can't quite put your finger on. There just didn't seem to be good flow...
Perhaps you positioned yourself incorrectly. Is where you stand that important? YOU BET! Right-handed sellers typically stand with the screen on the right because it allows them to point more easily. But here's the problem: people read left to right. Salespeople can't capitalize on this when the screen is to their right.
What's the remedy? Paul Leroux and Peg Corwin, authors of Visual Selling: Capture the Eye and the Customer Will Follow recommend positioning the screen, flip chart or easel stand to your left. "Then people will naturally start with their eyes on you and retrun to you after glancig at the screen," they say. Good Point!
