How clear is it, to both clients and prospects, what’s going to happen after you leave?
Did your meeting end with a plan…
…or a thud?
Jimmy Pomerance brings over 20 years of experience teaching, training and coaching sales professionals across many industries, but especially the financial services industry.
Jimmy served as the National Sales Training Director for AIG/Sun America and a Divisional Sales Manager for Sun Life Financial. During those years, he created and instituted several sales training programs for new hires, sales associates and top management.
In 2005, he took the leap of faith and launched his entrepreneurial company Impact Speakers and he has never looked back! He now divides his time and energy between motivational speaking engagements and working directly with companies and individuals looking to improve and energize their businesses through upgrading their presentation, communication and sales results.
To inquire about booking Jimmy Pomerance for your next event through Wholesaler Masterminds Speakers Bureau contact us at firstname.lastname@example.org
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The Three B’s
There are 3 B’s to always consider when addressing an audience of any size. They are be bold, be brief and be gone.
It’s often been said that time is our most precious commodity, so you should always be respectful of that when speaking.
Psychological experimentation has shown that the two different hemispheres of the brain are responsible for different manners of thinking. The left side deals with the logical, sequential, rational and analytical. The right side is more subjective and deals with intuition, creativity, aesthetics and feelings. These are generalizations, but the findings are based in fact. The left/right brain needs to be addressed when dealing with the 3 B’s.
You need to have an opening that grabs the listener’s attention. Whether it’s a joke, story, alarming statistic, current event or a quote, come up with something that appeals to your audience. This opening speaks to the right brain of your listener(s). Keep in mind that we listen, have relationships with and do business with people we like. Give your audience a chance to like you from the beginning with some sort of bold opening. You only have one shot to make that all-important first impression.
One of my favorite sayings is, “make sure you have finished speaking before your audience has finished listening!” The ability to be brief in your desired remarks shows that you’re sensitive to the importance of time. All too often when asked what time it is, speakers will try and tell you how to make a watch, rather that just tell you what time it is. I tell my seminar participants to only tell their listener(s) what they NEED to hear, in order to get them to do what you want them to do.
Once you’ve said what you need to say, the 3rd B is to be gone! We’ve all heard the old adage, leave them wanting more. Since I focus a lot on the sales aspect of speaking, you definitely want to leave them with some sort of specific action step for them to take. If they don’t do something, or take some sort of action after you’re done speaking, then you were just a conversationalist.
Hire a speaking coach or trainer to help you be bold, be brief and be gone.
Written by Jimmy Pomerance