Step One: Prepare.
Preparation is the first step toward success. And in this case, success is wrapped up with confidence. You need to prepare by determining what you are going to present, how you are going to present it, and whom you are presenting it to, as well as everything in between. How do you successfully handle resistance? How do you approach individuals who are in different age groups or lie in different income brackets? Is there a difference? Knowing how to handle such situations before you are in them will put you at ease, eliminating nervousness and increasing confidence. No one likes the unexpected, and if you prepare, nothing will be unexpected.
Step Two: Practice/Rehearse.
Once you have prepared yourself by memorizing important statistics and studying various selling techniques, you need to rehearse your speech in front of an audience of friends, as well as by yourself. Practicing your material will make you more comfortable when you eventually present it in front of a "real" crowd. A word of caution: of course it is important to know the facts that you will be presenting and to have a good idea of the product or service that you will be discussing. However, do not try to memorize dialogue. This will only put you in a precarious predicament in the event that you forget a word, line, or entire paragraph. You will be so upset because you forgot something that you will become extremely nervous and panic. Besides, you need only remember the most pertinent information. You want to talk to potential clients, not at them.
Step Three: Keep the focus on your audience.
Yes, you are going to get even more nervous if you continually ask yourself if you sound nervous, are sweating through your Armani sport coat, or look fidgety. Don't let yourself fall into that trap. Instead of asking yourself questions that relate to you, ask yourself questions that relate to your audience, such as "Do they understand what I am trying to tell them?" and "Should I explain this issue in more depth?" Focusing on your audience will enable you to give a more thorough and insightful presentation, enhancing effectiveness and your level of confidence.
Step Four: Act confidently.
Even if you don't feel confident, just acting confidently will make you come across as if you are. The audience will only know as much as you let them. If you stand up straight, smile, and speak clearly, they will see that you are comfortable and at ease with them, and you will exude self-confidence. Additionally, if you keep acting confidently and telling yourself that you are confident, eventually you'll start to feel confident.
Step Five: Learn from past mistakes.
No one is perfect. Acknowledging and accepting this from the get-go will enable you to turn your experiences, even the negatives ones, into something helpful. "Okay," you might say to yourself, "being aggressive doesn't always work. Sometimes I need to change my approach. Lesson learned." The next time you are faced with a similar situation, you will know this and try something else that you think is more effective. And you'll be more confident doing it because it will be something you've experienced before.
Confidence is directly dependent upon your actions. So always remember that how much time and effort you put into your presentation, how you feel when you're making it, and what you do after you're finished are all vital components that lead to success.
