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Virtual presentations have become a standard communications tool in just about every industry and department. A cornucopia of industries are utilizing virtual presentations to achieve rock-solid business results.

Here are a few examples. You may want to peek at your industry and highlight a few of the uses that you have not yet considered.

Financial Services

o Accelerate loan processing
o Ensure compliance
o Accelerate product roll outs
o Communicate with prospective clients
o Provide personalized customer services

Healthcare

o Telemedicine
o Maintain regulatory requirements (e.g., HIPAA)
o Engage with high-level management at healthcare facilities

High Tech

o Accelerate meetings with team members, partners, customers and vendors to accelerate time-critical deadlines and product launches
o Troubleshoot issues immediately (e.g., access client environment, include QA and R&D staff)
o Reach out to prospects to share industry knowledge, and business information
o Provide rapid and effective technical support

Manufacturing

o Ensure compliance
o Collaborate with suppliers, technicians, dealers, employees, and customers
o Keep prospects engaged by providing free information
o Accelerate time-to-market by quickly training large numbers of dealers
o Enhance collaboration between engineers

Education

o Keep high-level professionals (e.g., physicians) current on the newest methodologies while accommodating their demanding schedules

It is true that many companies and departments are scaling back on travel costs as a way to reduce operating expenses. Some people are overjoyed by this news. It means that they can spend less time away from home and more time with their family. Virtual Presentations that work can reduce costs and keep employees happier and closer to home, thought more boring teleconferences where no one says anything and we all just kind of sit there, really doesn’t buy you, your company, or your organization anything. In order for virtual meeting to provide value, they need to work.

That means accomplishing business objectives, fostering communication, and building stronger business relationships.

Within each of these industries, virtual presentations not only support the general needs of the organization as a whole, but also the more specific needs of key departments including sales and marketing, customer support, training, product development, corporate communications, and human resources.

There are several aspects to the job of being a manager of the company. Most of these roles are things that I enjoy and look forward to each day. However, there are things about the job that I wish I did not have to do. One of those things are presentations. It is not that I do not like to give a presentation, it is just that I am not very talented in this area. Given that I knew this ahead of time, I decided that some presentation coaching would not be the worst thing in the world for me to give a try.

When you are receiving your presentation training, you are basically learning the proven tips to being able to deliver an effective presentation. If you are able to pull this off, you will find that you can really change the way in which information is delivered throughout your business. Assuming this works out well for you, you will be able to deliver news about any subject from a customer audit to a quarterly report with no problem.

The first thing that I was really taught about was confidence. Most of us simply do not have the confidence level we need when we get up there to deliver a presentation. For whatever reason we feel that something is going to go wrong. What I was told was to think of things in a different way. I was told to not care if something went slightly wrong. I should realize that everyone gets nervous when they give a presentation, and the audience is not going to expect perfection. With that in mind, I would be able to make myself a little more flexible in the way that I ran things. I felt that this was probably some of the best advice I had ever been given on the subject.

I firmly believe that anyone who feels that they have some trouble when it comes to giving presentations should consider getting some presentation coaching. I believe that it was the only thing that helped me to be able to get over my fears, and it could probably do wonders for you as well. If you are willing to give this a shot, I would highly recommend it. The better the presentations you give, the better the information will be received. Start working on this very important part of your job today.

If you think successful salespeople “wing it” when it comes to negotiation, think again. In truth, they prepare for every negotiation with the same rigor as a student preparing for an upcoming exam. Smart salespeople realize effective negotiation depends on preparation. They take time to think through their own position and that of their counterpart so they can ultimately handle anything that may arise during the bargaining process.

To become an effective negotiator and a more successful salesperson, you must understand the power of preparation. The first step is to solidify your position. Start by answering the following question: “Where do I stand?” In other words, what is your position in the negotiation process?

Knowing your position means more than saying to yourself, “I want this,” or, “I want that.” In most cases, your position will encompass more components than just the issue driving you to the bargaining table. Before entering the crossfire, use the following three inventory items to establish your position:

1. Know What You Want

Rather than enter a negotiating situation with a vague idea of your position, take time beforehand to formulate a detailed picture in your mind of what you want. Start by making a list of your demands. Say, for example, you’re applying for a new job. In this case, your list may include a desired salary, benefits, and vacation time.

Be very specific in your list of items, because specific demands carry more negotiating power. When you know exactly what you want, you will feel more confident and your counterpart will respond more favorably to your requests. Sometimes just acting like you expect a positive response will sway the other party in your favor. And while you can’t always rely on your confidence alone, the force with which you present your demands will at least give you an edge.

2. Know Where You Can Afford to Compromise

So what happens if you don’t get exactly what you want out of the deal? Well, that’s just reality. No one ever gets everything they ask for in life, and negotiation is no different. The process requires give and take from both parties, so you should always be prepared for compromise.

To avoid giving up too much, or giving in on the wrong issues, know in advance what concessions and compromises you are willing to make. Consider your list of demands and decide which items you absolutely must have, what items you would like to have, and what items would be great to have. Plan ahead how far you can reduce your demands so you aren’t forced into making snap decisions, or a decision you may regret.

3. Plan Alternatives to Your Ultimate Goal

Think of alternatives as your safety net. If you can’t negotiate a deal that both parties agree with, you should always be prepared to walk away. For every plan A you should have a plan B, and remember never to want anything too badly. Desperation will cause you to make poor decisions, and in reality situations aren’t usually as desperate as they seem.

Many times, when negotiators aren’t prepared with an alternative perspective, they feel like they have no choice but to take what’s offered. When you take time to consider your alternatives prior to the negotiation process, you won’t be afraid to walk away when things don’t go as planned.

What is Your Counterpart’s Position?

Once you’ve determined your stance, the second part of negotiation preparation requires you to look at the situation from the other side. You must survey your counterpart’s position and uncover their strengths and weaknesses. Ask yourself the following five questions to discover what’s on the other side’s agenda:

1. What Do They Want?

Discovering what the other side wants is crucial for developing mutually beneficial agreements. Obviously they want something from you, or you wouldn’t be negotiating in the first place. Do they want the product you’re selling? Or do they want a cheaper alternative to a service they already get from somewhere else? In many cases, their wants will be apparent. But if you don’t know what they want, then don’t be afraid to come out and ask them.

2. What is Important to the Other Side?

Say, for example, you’re a real estate agent negotiating the price of a listing with an interested couple. Naturally, they want the house you’re selling, but what’s really important to them? Is it the location? Are they comfortable with the mortgage? Once you discover your counterpart’s needs, you can use those points to negotiate for things that are important to you.

3. Why Are They Willing to Negotiate?

Willingness to participate in negotiation automatically signals some degree of flexibility or need. Roger Dawson described a historical example of this concept in his book, You Can Get Anything You Want. During the Vietnam War, Lyndon Johnson’s administration was under tremendous pressure from the constituency to reach an agreement before the general elections, and the Vietnamese used this to their advantage. They pushed the United States into a corner and forced them to give up almost everything to end the fighting. In this case, the impending election added a time constraint on the United States to the point of desperation. When you know why your opponent is willing to negotiate, you can use it to your advantage.

4. What Does the Other Side Bring to the Situation?

Before entering into negotiations, you must find out what they have to offer you. Do they have what you want? Can they afford your demands? If they don’t have what you want, the negotiation process is pointless.

5. What Resources Do They Have?

Just like you have other options, your counterparts are likely to have alternatives as well. Find out how badly they need this deal. Are they desperate? Or do they possess a catalog of other options? A customer, for example, usually has plenty of choices when negotiating the sale of a product or service. They can just shop somewhere else if you don’t provide what they want on their terms. But sometimes, you’ll find that you are the only source for the item your counterparts want.

Preparation for the Future

You wouldn’t take a test without studying, so why should the negotiation process be any different? Taking a personal inventory of your position before beginning the negotiation process will give you confidence and prevent you from making poor decisions. Additionally, some investigation of your counterpart’s needs and wants will give you an added edge when the process starts.

Knowledge and preparation are the keys to effective negotiation, and as a salesperson, you can only benefit from the extra effort. When you take time to understand your position and your counterpart’s position at the bargaining table, you’ll be ready for anything and secure more sales as a result.

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