At one time or another, your boss has probably said to you,
"Don't get caught sitting down on this one." The problem is,
many sales presentations are made while you're doing exactly
that - sitting down.
It's more difficult to be impressive and
in control when making a seated presentation than when standing,
say Judy Stein and Marya Holcombe, principals of Strategic
Communications, Inc., a consulting firm in New Haven, Conn. They
believe sales people who don't adjust their delivery style
inadvertently put themselves in the hot seat.
Fortunately, the problem is easily
remedied with a few simple modifications. Here's what Stein and
Holcombe suggest:
Work hard to
appear energetic.
Sit on the front half of your seat, and
sit up straight. If you don't, you may be tempted to let
yourself collapse in the chair or lean over the table; both of
these positions make you appear less confident and also hinder
voice projection.
Keep your
voice strong.
Many people use an "intimate" or "social"
voice when they are seated: this lessens their credibility.
Don't move
around in your seat.
If you tap your foot or wiggle your knees
under the table, your upper body is likely to move as well.
Keep your
hands on or above the table.
Don't hesitate to use hand movements -
they make your presentation more energetic and expressive.
Don't, however, fidget or cover your mouth.
Maintain eye
contact.
This sounds rudimentary, but it's more
difficult to maintain eye contact while seated in close quarters
than while standing. And since only the upper half of your body
is visible when you're behind a table, a wandering gaze will be
even more noticeable.
Don't allow a
"we/they" seating arrangement in which adversaries sit across
from each other.
Try to intersperse key people around the
table. Put a briefcase on a chair you don't want occupied.
Don't get
stuck in a low, soft seat.
In a one-on-one meeting, you may be
offered a seat on a couch. The solution: Claim a bad back and
take a straight chair. The reason: It's impossible to look
professional when lost in a sea of cushions.
Bronwyn
Ritchie's
