Question

Coaching:

Most Salespeople are very comfortable with one on one interactions with clients. But put some of them in front of an audience of executives and suddenly they can't even remember the product name. Nervousness can make otherwise competent individuals look like novices. And it's easy for potential clients to mistake a salesperson;s public speaking anxiety for a lack of confidence in the product being sold. Sales people aren't alone in this fear. A recent Gallup Poll shows that more people fear public speaking than fear of heights , spiders, needles, or thunderstorms.

Explain and Discuss

How can managers help salespeople put this phobia aside? Develop 3 specific recommendations by which managers can help coach salespeople to make better group presentations.

Answer 1

Managers can help salespeople put this phobia aside by encouraging and motivating them to improve their public speaking skills. Which can be done by making the salespeople understand that what they are presenting isn't about them but the company they are representing and its reputation, by understanding what makes them fear while giving the presentation to the group and making them overcome the reason by using various tactics.

Recommendations :

1. Making the salespeople give the presentation to the group of other salespeople in the company so that their public speaking fear can be reduced by making them present to the known people which boost their confidence. While other salespeople can learn from it, areas of improvement.

2. Encouraging the group activities and role plays at the workplace can help the salespeople practice their public speaking skills.

3. Trying to encourage salespeople to be storytellers instead of reading the slides which can engage their audience. Making them keep the written notes and important points of the presentation can help them if they go blank during giving the presentation to the group.