Leveraging the Power of Intention

Words mean very little without there being some form of purpose and intention backing them up. That's why when you develop a sales presentation style, you should recognize and practice the power of intention with the words you speak. You must also communicate the meaning behind what you say even more than the physical words you utter. Otherwise, your hard work loses its true worth.

The power of intention influences the people around you. You can gauge your intentional words by seeing how the room reacts to what you say. Leveraging intention lets you develop an emotional connection with potential clients and customers. It also makes people pay attention to what you say, and it initiates changes in a prospect's demeanor.

How Do You Identify Intention?

Weak intention occurs when your sales presentation simply informs or tells a prospective client about your product or service. It's nice to know the specifications, the costs and how it saves a company money, but merely telling someone how things work does not show passion, energy and drive for the sales pitch.

Consider Newton's Third Law of Motion: "For every action, there is an equal and opposite reaction." What works for physics also works for sales. If you put a lot of energy and emotion into the delivery of your words, the power of intention transfers to your audience. Intention is also like a concert. A high-energy concert gets the audience excited to be there, but a boring presentation may turn the audience away from the product on stage.

Determine Strong Intentions

Ask two questions when you try to identify strong intentions in your sales pitch. How do you want the people in front of you to feel when you finish? What kind of impact do you want to have with potential clients? Here are four ways to leverage the power of intention to get more sales.

1. Impact

Determine what type of impact you want to have on your audience. Are you trying to persuade, excite or motivate, or would you rather educate and inform? Chances are people in the audience who are excited and motivated by your pitch are more likely to become clients versus those who walk away educated and informed simply because of the emotions involved.

2. Delivery

Work on a delivery that highlights the intention of your presentation. If your delivery fails the first time, alter it for the next presentation.

3. Recording

Record yourself during rehearsals. One time, use the power of intention to convey your message. The time immediately after, don't use any intention at all. Notice the difference to understand how you need to perform your pitch.

4. Preparation

Know your intention before going into the meeting. Keep this at the forefront while you talk to your audience. Rehearsals lead to memorization. Once you memorize the words, you can focus on the emotional intent behind them because you don't have to stumble over what to say.

The power of intention leads to authenticity because the people in the room see your passion that backs up the product. When you show your emotional interest in what you sell, everyone notices that and wants more information.

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