How to Deliver a Spiel

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A good spiel can mean the difference between closing and losing a deal. A good spiel, well-delivered, succinctly and enthusiastically describes the merits of buying your product or hiring your firm, and can persuade even the most reluctant prospects to let you make a full-blown sales presentation. Know your business, then polish your spiel and wait for new opportunities.

Know the content of your spiel backwards and forwards, but don't memorize it verbatim - distractions or interruptions, including questions from your audience, will leave you floundering. Instead, learn the concepts and meaning exhaustively and deliver them with an inflection that reflects both enthusiasm and authority. This will also let you answer questions and segue back into your spiel. The way you deliver the spiel can be just as important as what you say, so take the time to work on it.

Project the right body language. Stand up straight to convey confidence in your product as you pitch your spiel. Shake hands firmly, but not too forcefully. Maintain confident, yet easy-going body language so you appear approachable but not aggressive. Take your cues from the potential client so see if your body language is mirrored or if you need to tone it down.

Build a natural rapport with your audience, whether it's a single person or a group, by paying attention to their reactions, especially their facial expressions and body language, as you deliver your spiel. Watch for signs of boredom or discomfort adjust your spiel accordingly. For example, fidgeting, yawning and checking the time are signs of boredom. Recapture attention by interrupting your spiel to relate a short personal experience or other anecdote, or by moving about to force them to focus their attention on you. If you're extremely confident and talking to one person, you can grasp his arm or shoulder while making an important point as if to take him into your confidence.

Tips

  • Elicit feedback from co-workers, family members or others whose opinions you value to give you an objective assessment of your spiel. Discuss points in the spiel where your promotion became sluggish or confusing and when you were over-the-top.

Resources

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