NFIB

Overcoming Presentation Panic
03/ 25/ 2002

by Vicki Gerson

Your palms are sweaty. You feel as if you won't be able to utter a word. You suddenly can't even remember the product's name or the service you are touting.

Presentation panic, or stage fright, happens to even the best salesperson, even to those who have no trouble making one-on-one presentations over breakfast or lunch. But panic sometimes sets in during high-powered presentations in front of a group of decision makers. And unfortunately, when presenters are nervous, the decision makers tend to be unimpressed and think the company has sent a novice to talk to them.

Here are four steps that will help anyone improve their self confidence during pitches.

Know your strengths and your weaknesses.

Ask others to provide feedback information about behavior you exhibit during a presentation. This feedback should point out strengths and weaknesses as well as provide advice on how to change your behavior. If there's no one around to provide this feedback, you may want to hire a speech coach who can listen to your presentation and provide a critique of how you sound, whether you're repetitive and if you exhibit any annoying mannerisms. A second option is to videotape yourself and see how you look and sound. Do you shake your foot? Wiggle your arms? Do you have other annoying habits that will distract listeners from your presentation? Find out and correct these unsavory presentation actions.

Preparation and practice make it perfect.

It pays to prepare for the presentation. Take time to learn the customer’s objectives and needs before making each presentation, and tailor your speech accordingly. Some salespeople also find that practicing the presentation in front of family members or friends is beneficial.

Give yourself a pep talk and de-stress.

Anxiety can affect your speech because you are uncomfortable. Avoid speaking too fast. On the way to the presentation, run through the monologue in your head at the right pace. In addition, keep telling yourself you are the expert and that's why you have this opportunity to make this important presentation.

Before the presentation, it's also important to try to relieve tension in your body. Help yourself de-stress by taking some deep breaths from the diaphragm before you leave your car or enter the conference room. Lift your shoulders up for approximately three seconds and then slowly lower your shoulders to a count of 10. These two de-stressors should help you relax before you begin.

Visualize your success.

Many coaches have their athletes visualize that they are going to be successful. They will tell basketball players to visualize the free throws going through the basket. Golfers are told to visualize the hole in one. Similarly, visualize your presentation, all the way to its successful conclusion and a winning sale.

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