Press Play to watch this tip on how to have the right mindset when closing a sale from stage:

Making A Sales Presentation: The Art of Closing From Stage

One of the most common questions I get asked from my members and subscribers is how do I make the transition from doing my talk to making my sales presentation?  So in this article I want to give you a few tips so that next time you are making an offer at the end of your talk, you feel confident to ask for the sale.

1.    Make sure your mindset is in the right place. 

The biggest reason most people get tied up in knots when it comes to moving into their offer is that they actually think about it as a separate part of their presentation. 

I hear this all the time:  “I’m fine delivering the information, but when it comes to asking them for money I go to pieces”.  The assumption is that the sales presentation is somehow different to the educational presentation.  Not so.

Think of your presentation as a whole and that the part we refer to as the “close” or the “offer” is just the last chapter of a book.  Like a book the final chapter makes no sense in isolation and the whole book would make no sense without the last chapter.

For more insight into the mindset watch this video.

2.    Have a good segue.

That said, you do need to have a segue: a graceful way of moving from the content to the offer. This should only be a few seconds long, and exists just to get permission from the audience to reveal your product.

It could be as simple as

  • “As you can see the process I’m sharing with you is a simple one, but there is an even simpler and easier way to get started.  Can I share that with you now?”
  • “In summary, the key is to take action.  Can I now show you what I believe is the smartest action you could take as you leave here today?”
  • “During the break I had some questions about the next steps, can I share the next step with you now?”

See what I mean?  It does not have to be a big deal.  Just some way of linking what you’re saying with the offer that you’re about to make.

3.    Don’t change your energy.

The biggest mistake I see newbies and seasoned professionals alike make during this process is changing the style of their presentation between content and offer.  They may have been fun and relaxed and humorous during the content of their talk, and as soon as they get into the offer they get all weird and loud and pushy.  Why?!

Your energy and style should stay consistent from the moment you step on the stage to the moment you leave.  There should be variation throughout the whole presentation from moment to moment- but not a big shift between content and offer. If anything the only slight change should be to go a touch faster during the close, as speaking faster is a quick and easy way to build excitement.

That said…

4.    Don’t rush.

Hang on- I’ve just said speed up, now I’m saying don’t rush!?  What I mean is yes, you can speak a little faster, but that does not mean you want to leave out crucial descriptions and draw out key points in your offer.

The close is the most important part of your presentation.  If you have done a good job of your content people will want to hear what you have to say about your products, so do them the favour of taking them through it sanely, step by step and giving them the full picture of what they are about to invest in.

One of the main reasons people don’t buy is because they are confused.  So take your time to outline things exactly- you can speak quickly- but don’t jump all over the place and do a rush job.

5.    Focus on the benefits.

As you describe your product make sure you don’t focus only on the features of your product.  So the car might have ABS brakes (feature).  But what does that mean for me? Well, the benefit is “so you can rest easy knowing you and your children are safe, even in the wet” (benefit).

You get the idea?

To turn a feature into a benefit, ask: “what does this mean for my client?”  Then spell it out in terms of emotions.

6.    Don’t apologise.

Don’t ever, ever, ever, ever, ever, eeeeeever apologise for your sale.  Never assume they don’t have the money, or they don’t want to take action today.  That’s your mindset, not theirs! 

You delivered great content, you did a good job- your audience WANT to hear about the next step.  Confidently and with your normal style outline the offer, and confidently ask them to take action.  Then let them decide the best course of action for them.

The main way to get good at this is practice practice practice!  So get out there and deliver as many presentations as you can.

Do you have any other tips or experiences you would like to share? Let me know by posting a comment!


74 Responses to “Mindset and Closes: Making a Sales Presentation from Stage”

  1. Tamara

    Hi Jo,
    Thanks again for another fantastic video. I am so looking forward to the next one.

  2. Hi Sam,

    Glad that you liked it. Make sure you get out there and apply!



  3. Hi Jo,

    Love the post and the video. “Feel the fear and go out and do it anyway.” So true. People ask me everyday about how I did this or that on my website. Your information is wonderful. I am preparing to become a speaker and this was fantastic. Thanks so much.

    Go For Your Dream,
    ~Kimberly Bohannon

  4. Hi Kimberly,
    Thanks for the comment. Sometimes I think people get so wrapped upi trying to “overcome their fears” that they delay just getting on with life. I think you just have to think “yup- I’m scared- oh well- let’s go!”
    Let me know how you go with it all!

  5. You completed some good points there. I did a search on the issue and found most people will have the same opinion with your blog.

  6. Happy New Year! Thnkx so much for this! I have not been this thrilled by a blog post for a long period of time! You’ve got it, whatever that means in blogging. Anyway, Youre certainly someone that has something to say that people need to hear. Keep up the great work. Keep on inspiring the people!

  7. You’re not the general blog writer, man. You certainly have something important to add to the web. Such a great blog. I’ll revisit again for more. Wishing you Happy New Year 2011!

  8. I also listened more about p90x exercise program.P90X training system is an accelerated training as Muscle Confusion, which moves always new and challenging your muscles have not started within 90 days

  9. Playing games should not be as expensive as you think. Why would you buy expensive CDs if you can rent all the game that you want for a very low price? There are other companies that you might want to try.

  10. Easily, the post is actually the greatest on this deserving topic. I agree with your conclusions and will thirstily look forward to your coming updates. Very useful for constructing my website thanks!!

  11. Smokers over a long period cannot quit smoking. This is not true because by using Electronic Cigarettes you can definitely get rid of this bad habit.

  12. I wanted to say that it’s awesome to know that someone else also pointed out this as I had trouble finding the same info anywhere else. This was the first place that told me the answer. Kudos.

  13. After study few of the posts on your blog since yesterday, and I really like your way of blogging. I bookmarked it to my bookmark website list and will be checking back soon. Pls visit my internet site too and let me know your opinion.

  14. I believe you have produced several rather fascinating points. Not too many ppl would really think about this the way you just did. I am truly impressed that there is so much about this subject that has been unveiled and you made it so nicely, with so considerably class. Tiptop one, man! Very fantastic things right here.

  15. Thank you so much for this! I have not been this moved by a blog for a long time! You’ve got it, whatever that means in blogging. Anyway, You’re certainly somebody that has something to say that people need to hear. Keep up the good job. Keep on inspiring the people!

  16. Hey! It is like you understand my mind! You seem to know so much about this, like you wrote the book in it or something. I think that you can do with some images to drive the content home a bit, besides that, this is great blog post. A outstanding read. I’ll definitely return again.

  17. I am impressed, I have to say. Really seldom do I discovered a blog that’s both educative and entertaining, and let me tell you, you’ve hit the nail on the head. Your post is outstanding; the issue is something that not a lot of people are talking intelligently about. I’m very happy that I stumbled across this in my search for something relating to it.

  18. Hi, this a great blog post buddy. Great Share. Unfortunately I am experiencing issue with the RSS feed. Unable to subscribe. Is there anyone facing similar rss feed problem? Anybody who knows kindly reply. TQ

  19. What a great blogpost man. Thank you Unfortunately I’m having problem with the RSS feed. Unable to subscribe. Does anyone else having identical rss issue? Anyone who knows kindly reply. TQ

  20. Oh my goodness! It is like you read my mind! You seem to know so much about this, like you wrote the book in it or something. I think that you could do with some pics to drive the message home a bit, besides that, this is good blog. A great read. I will certainly be back.

  21. After study a few of the articles on your site these few days, and I really like your way of blogging. I tag it to my favorites blog list and will be checking back soon. Please visit my web site also and let me know your opinion.

  22. Hi there, simply became aware of your website thru Yahoo, and located that it’s truly informative. I am going to be careful for brussels. I will appreciate if you happen to proceed this in future. Numerous other folks might be benefited from your writing. Cheers!

  23. I just could not depart your website before suggesting that I actually enjoyed the standard info a person provide for your visitors? Is gonna be back often in order to check up on new posts

  24. Hi, an impressive read dude. Thnkx However I’m having trouble with the RSS feed. Don’t know why Fail to subscribe. Is there anybody else facing identical RSS feed issue? Anyone who can help kindly respond. Thanks!

  25. An astonishing share, I just given this onto a fellow worker who was doing a little analysis on that. And he in fact purchased me dinner because I discovered it for him.. :).. So let me rephrase that: Thank you for the treat! But yeah Thank you for taking the time to discuss this, I feel strongly about it and love learning more on this topic. If possible, as you become expertise, would you mind updating your blog with more information? It is very helpful for me. Big thumb up for this blogpost!

  26. Thnkx so much for this! I have not been this moved by a blog for a long period of time! You’ve got it, whatever that means in blogging. Anyway, You’re definitely someone that has something to say that people need to hear. Keep up the great work. Keep on inspiring the people!

  27. Presently it’s the best timing to think a few plans for the future and it is time to take a short rest. I’ve read this post and if I could I want to counsel you some fascinating issues or suggestions. Maybe you could write next articles relating to this blogpost. I hope to read even more things related to it!

  28. Oh my goodness! It’s like you understand my mind! You seem to know so much about this, just like you wrote the book in it or something. I think that you can do with some pictures to drive the message home a bit, besides that, this is wonderful blog. A good read. I will definitely be back.

  29. I want to thnkx for the time you have put in composing this blog post. I am hoping the same high-grade article from you in the upcoming as well. In fact your creative writing abilities has inspired me to start my own blog now. Truly the blogging is spreading its wings quickly. Your write up is a good example of it.

  30. I Love your site! Perfect tips that has been rather useful. I hope you and your loved ones have a good day!

  31. Good day, simply become alert to your weblog via Bing, and found that it is really educative. I am gonna be careful for brussels. I will be grateful if you continue this in future. Lots of other people shall be benefited out of your post. TQ

  32. I have not checked in here for a while since I thought it was getting boring, but the last several posts are great quality so I guess I will add you back to my daily bloglist. You deserve it friend 🙂

  33. Hullo, simply was aware of your post through Google, and located that it is truly informative. I’m gonna watch out for brussels. I will be grateful should you proceed this in future. Lots of other people might be benefited from your writing. Thank you.

Leave a Reply

XHTML: You can use these tags: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <s> <strike> <strong>