| Sin |
|
Solution |
| |
| 1 Hard to Understand |
|
| • |
Limit number of points to be communicated |
| • |
Simplify language |
| • |
Avoid technical terminology and industry buzzwords |
|
| |
| 2 Lack of Credibility |
|
| • |
Be honest |
| • |
Establish comfort - have good eye contact |
| • |
Be confident and enthusiastic |
| • |
Maintain professional appearance |
|
| |
| 3 Insufficient Information |
|
| • |
Address prospect's needs |
| • |
Never assume everyone in attendance is equally knowledgeable about your firm |
| • |
Explain how a security gets in/out of a portfolio |
| • |
Ask the prospect, "Any questions?" |
|
| |
| 4 Inappropriate Statements |
|
| • |
Turn negatives into positives |
| • |
Focus on what you are versus what you are not |
| • |
Do not criticize the competition |
|
| |
| 5 Poor Presenting Skills |
|
| • |
Body language = 60%; voice = 30%; words = 10% |
| • |
Smile - use "power" posture |
| • |
Be prepared - rehearse |
| • |
Work as a team |
| • |
Speak slowly - pause occasionally |
|
| |
| 6 Paper Blizzard |
|
| • |
Limit number of handouts |
| • |
Use well-designed graphic support |
| • |
Produce quality materials |
| • |
Distribute after presentation |
|
| |
| 7 Hard of Hearing |
|
| • |
Hone good listening skills |
| • |
Treat every question as important |
| • |
Be candid, positive, specific, concise |
| • |
Support team presenters |
| • |
Rehearse |
|
