Search form

  • Existing customers: 131 436 | General Enquiries: 1300 092 969 – 9am to 5pm, M-F

Delivering a winning sales presentation

Delivering a winning sales presentation

Melbourne-based author and corporate speaker Phil Schibeci has 21 years of experience teaching people how to give great presentations. Through his extensive experience, he has devised some simple steps to take the pain out of preparing and delivering presentations to audiences of all sizes. Here he shares his insights with Resilium about how to overcome your fears and become a top public speaker.

What’s the biggest fear that people have when it comes to public speaking?

The fear of humiliation. People are scared of making a fool of themselves, especially in front of their peers. Fear of humiliation is often ranked as a greater fear than death. That’s why you often hear that people would rather die than speak in public!

Can anyone be a competent public speaker?

I’m yet to meet anyone I could not help become at least competent at public speaking. It doesn’t matter whether someone is an extrovert or introvert – everyone can learn and practise the skills required to become a competent public speaker.

What are your five simple steps for giving a great presentation?

Step 1: Speak on a topic you are passionate about: If you are not passionate about the topic you are presenting, find something about it that interests you, if you have the freedom to do so. This way you will enjoy speaking about it. If you enjoy it, so will the audience.

Step 2: Be crystal clear on your message: It’s crucial to know what you want to leave the audience with. What do you want them to take away from your presentation? What is your intention?

Step 3: Work out the first words you will say: The beginning of any presentation is the most challenging because this is when you will be the most nervous and the audience will be at their most sceptical. So it’s important that you make a solid start. Knowing exactly the first sentence that will come out of your mouth will fill you with confidence. I like to start by asking the audience a closed question that requires a show of hands.

Step 4: List three points you will speak on: There’s no need to write out your speech or presentation word for word. Three bullet points are all you need. This will enable you to prepare quickly, and you’ll be able to speak with confidence, without worrying that you may have forgotten to say something.

Step 5: Know how you will finish: This directly relates to the message that you worked out in step two. Write this out and, like your start, practise it as much as you can prior to the presentation. I sometimes use a quote from a famous person that relates to my central message as part of my conclusion. A call to action, after you have summarised the key points you spoke about, is usually a good way to finish.

What’s the biggest mistake people make?

The biggest mistake is giving a presentation that comes from the head rather than the heart. This makes a presentation dull and boring because it will be very theoretical and lacking  in emotion. The power in public speaking is when we speak from our hearts, because it’s authentic and that’s what people respond to best. That’s why telling stories works so well.

Did you have any fears or issues yourself that you overcame?

Yes, and I’m still overcoming them and probably always will be. For me, public speaking is an ongoing journey of self-discovery, personal growth and continuous improvement, which impacts all areas of my life, and this is the approach I take when I’m coaching someone. I’m coaching them to be a better person as well as a better speaker. This is why I put a lot of pressure on myself to be the best speaker I can be.

How much of a difference does it make if you can give a good speech/presentation?

I think it's really important for everyone, especially young people, to learn these skills early in life. This way, they can become confident and skilful at public speaking and learn to enjoy it before they have bad experiences that may put them off getting up in front of an audience as adults. This will help build self-esteem and confidence in all aspects of their life.

No matter what industry a person is involved in, it's the same skills that make the difference between an engaging and a boring presentation.

The three things that I find make the biggest difference are speaking with passion, using the power of the pause and having a conversation with the audience instead of just talking at them.

What’s the best business advice someone gave you related to public speaking?

A successful person I know from a similar industry to mine once told me that being in this business is nine-tenths frustration and one-tenth elation. My advice is to focus on that one-tenth elation, as this makes the other nine-tenths worthwhile.

Giving a major presentation can be a nerve-racking experience, but it’s an essential part of growing your personal brand. Find out how growing your personal brand can help you build your business.

Why Speak to an Adviser?

  • Tailored expert advice with your best interests at heart
  • Get the right Resilium Insurance suited to your needs
  • Personalised service from quotes to claims

 Find Your Local Adviser

Sorry, invalid location.[?]