Speaking in images adds colour to your sales delivery
If you can’t connect with what you’re saying, how can you expect your audience to – that’s where speaking in images comes in. We spoke to coaching and improvisation expert Lyn Pierse about what it means to speak in images and how it can help improve sales professionals’ delivery.
Imagine you’re regaling an animated recount of your weekend to friends. While you may be doing it subconsciously, you’re likely sharing this story with images of the weekend firmly in your mind. By reimagining and reconnecting with the experience it adds colour and excitement to the way you retell the story. Now imagine how differently you would tell the story if your mind was on other things, distracted and disengaged. This is the perfect example of the impact speaking in images can have on your delivery.
“When we speak in images it colours our voices as we’re expressing and recalling our feelings associated with that language. Those images transform you, impact your facial expressions and your voice,” says Pierse. “Kids do it best because they are so uninhibited and connected to their feelings when they speak.”
How speaking in images applies in a sales setting?
“When we get into situations of presenting information we’ve learnt or written, due to fear of getting it wrong, some of us disconnect from images which makes our voice bland,” explains Pierse. And while it’s considerably easier to reconnect with fond images of your weekend, it is possible to associate images with what you’re delivering in a sales pitch to a potential new client.
Lyn’s advice is to take a step back and focus on the benefits of what you’re selling to the end customer. To invest in the impact of the product or service, aligning these more emotional benefits to images in your mind. “To be truthful in communication a sale professional needs to have a connection to their product and feel connected to information before sending it out,” says Pierse.
As always, the old adage applies – practice makes perfect. Speaking in images in a professional setting can initially require a concerted and conscious effort, which is where the 60 Seconds app comes in. The 60 Seconds app is a tool sales professionals can use to rehearse, record and replay their delivery, allowing them to tweak and improve over time.
“What I love about 60 seconds is you’re looking into the eyes of someone when you deliver your message. You have someone to focus on and engage with,” says Pierse. With the ability for a sales professional to record their pitch delivery and instantly share it with their manager, the app allows for instant feedback on how that message is coming to life. “The manager on the other end can see how images are shaping the way their team member speaks, offering advice on how to change breath, adjust sound, relax the tongue or lips, all by reconnecting with relevant images,” she explains. “Generally we find ways to stop our true selves coming out. The 60 Seconds app allows sales professionals to do that, to connect with their images and see what their audience will see.”
about how you can use the 60 Seconds app to make measurable improvements to your sales team’s delivery
Having taught since she was eight years old, from Sunday school kids through to actors, stand up comics, improvisors, opera singers, corporates and at one point the whole of Dreamworld, it’s safe to say Lyn Pierse understands how to get the best performance from any student.read more
60 Seconds Founder, Marcus West talks with Ross Greenwood on his 2GB programme, “Work Life Money.” Having worked with Ross at Channel 9, Marcus outlines what he thinks makes a great presenter and how sustained practice, over time, helps speakers refine their skills and truly engage their audience.read more
The early stages of a sales conversation are much the same as a first date. In both circumstances you are courting the individual, investing time in getting to know them and putting your best foot forward in the hope that what you’re selling appeals to them.read more
Faced with a geographically dispersed sales team and limited opportunities to deliver face-to-face training, Novartis Learning and Development Manager, Robin Whiteley introduced 60 Seconds to boost the quality and frequency of coaching conversations in his team.read more