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Tips and Techniques for Capturing Audience Attention

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One of the most important elements in any sales job is knowing how to approach the audience you are selling to. In this article Drew Stevens shares a list of sales job tips that will help salespeople better serve their clients. His tidbits of sales advice are: (1) study the audience and craft your sales message for them, (2) practice the sales pitch material, (3) know the sales content but do not over-prepare, (4) connect with the audience you are selling to while you deliver the information, (5) use PowerPoint to enhance your sales message, and (6) think of different ways to connect with the entire audience you are selling to (e.g., games, exercises, and questions).

There is only one way to ensure your message is heard and accepted by an audience, and that is through effective delivery. Your message must be articulate and follow a carefully crafted path.

Audience Knowledge

Become acquainted with your audience by conducting due diligence. Determine their wants and needs so that you can craft a message that speaks to their thoughts. Understanding their needs ensures the tenor of your message is congruent with what they want to hear. Use surveys and questionnaires if possible.


Nothing quells fear like familiarity. Never memorize, but know your content and your delivery. Having 80% ensures success.


Under-preparation is poor, yet over-preparation is the kiss of death. Know your content, yet refrain from repeating stilted words and phrases.

Difficult People

True, they exist; however, no audience wants you to fail. Be concerned with those who are attending to hear your message and desire information.


Microsoft’s powerful product is meant to be a tool to enhance performance, not a performance replacement. Use PowerPoint only when necessary to exemplify required information.

Audience Engagement

Research with more than 3,000 individuals suggests that adults abhor show and tell and desire participation. Questions, exercises, skill practice, and other tools to engage your audience and offer them stimuli add to presentation success.

About the Author

Drew Stevens is a sales expert who can assist your organization with selling and servicing clients in less time. Drew is the author of six books including Split Second Leadership, Split Second Selling, and Split Second Customer Service. Drew has written more than 150 articles on selling and service and is frequently called by the media for his expertise. For more information contact Drew at 877-391-6821 or
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