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Sales Presentations

Keep Your Audience Engaged on Video

5 min
Average Score

Lorraine Lee

Consultant on Virtual Speaking, ex-LinkedIn, ex-Prezi

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In the fast-paced world of sales, capturing and retaining the attention of your audience is crucial. Sales reps often find themselves in virtual presentations, facing the challenge of standing out in a sea of information overload. The traditional static presentations may not cut it anymore. In this comprehensive session, we'll explore three key strategies to elevate your sales presentations: The Think-Do-Feel Matrix, Adding Movement, and the impactful use of Power Words.

The Think-Do-Feel Matrix: Understanding Your Audience


Introduced by author and Professor Andrea Bella, the Think-Do Matrix evolved into the Think-Do-Feel Matrix, acknowledging the pivotal role of emotion in connecting with an audience. Prezi's Spencer Waldron modified it, emphasizing the importance of emotions in persuading clients and teammates.


Understanding how your audience thinks and what they currently do is paramount. The Feel column in the matrix is the key; emotions often drive decisions, with facts and logic following suit. Customization based on your audience is essential in a busy world where personalization often takes a back seat.

Practical Steps

  • Fill Out the Matrix: Take the time to complete the Think-Do-Feel Matrix before your next call. This will provide a better understanding of your audience and guide you in creating memorable presentations.
  • Ask Questions: If you lack answers, don't hesitate to ask questions during your presentation. It's an opportunity to fill in the gaps and tailor your content effectively.

Adding Movement: Capturing Attention in a Virtual World

The Science Behind Movement

Adding movement to your presentation can be a game-changer. Movement spikes viewers' attention by boosting dopamine in the brain. While your presentation may not match the excitement of a car chase, incorporating movement brings you closer to engaging your audience.


  • Frequency: Aim for at least two slides or movements per minute in a virtual setting.
  • Creativity: Creative movements, even small ones, maintain engagement and add an element of surprise, activating the brain's response to novelty.

Interactive Session: Confirming the Impact

To illustrate the power of movement, an interactive session was conducted. Participants were asked where their focus was during a video - on the content, a picture, or the presenter. The overwhelming response in favor of the video highlighted the attention-grabbing impact of movement.

Power Words: Igniting Interest and Attention


Power words are linguistic tools that trigger emotional or psychological reactions. They can either evoke positive or negative responses. Using power words acts as a dopamine hit to the brain, snapping individuals out of autopilot mode.


Transforming mundane statements into compelling narratives involves incorporating power words. For instance, instead of stating "new data shows we're on track," infuse excitement with "this exciting data shows that we are gaining command of the market."

Group Activity: Choosing Power Words

To empower participants, a list of power words was provided. Attendees were encouraged to select one they resonated with and share it in the chat. Words like "accelerate," "maximize," and "dream" were among the chosen favorites.

The Untapped Potential of Video

In the dynamic landscape of sales, integrating videos into your presentations can be a game-changing strategy. Research indicates that people retain information better when presented through a combination of visual and auditory stimuli. With attention spans dwindling, incorporating short, impactful videos can convey complex messages effectively. This approach aligns seamlessly with the principles of the Think-Do-Feel Matrix, as videos can evoke emotions, influence actions, and shape the overall perception of your audience.

Practical Tips for Video Integration

  • Relevance is Key: Ensure the videos you incorporate align with the Think-Do-Feel Matrix insights. Tailor them to resonate with your audience's thoughts, actions, and emotions.
  • Short and Impactful: Opt for concise videos that deliver the intended message succinctly. Long, meandering videos can dilute the impact and lead to a loss of audience engagement.
  • Interactive Elements: Consider incorporating interactive elements within your videos. Whether it's clickable annotations or embedded surveys, these features can enhance audience participation and make your presentations more memorable.

Navigating Technological Challenges

Overcoming Virtual Hurdles

In the digital era, sales reps encounter various technological challenges that can hinder effective presentations. From connectivity issues to software glitches, navigating these hurdles is crucial for maintaining engagement. Acknowledging potential disruptions and having contingency plans in place showcases adaptability and professionalism. Addressing these challenges openly during a presentation, and providing alternative means for participation, fosters transparency and strengthens the connection with your audience.

The Role of Comprehensive Training

To overcome technological challenges confidently, sales reps should undergo comprehensive training on presentation tools and virtual platforms. Familiarity with the latest features and troubleshooting techniques empowers you to navigate potential disruptions seamlessly. Additionally, staying updated on technological advancements in virtual communication ensures you're well-prepared to deliver polished and glitch-free presentations.

Measuring Success and Iterating for Improvement

Data-Driven Insights for Ongoing Improvement

The journey to mastering engagement doesn't end with a single presentation. Sales reps must embrace a culture of continuous improvement, leveraging data-driven insights to refine their approach. Utilize analytics tools to track audience engagement metrics, such as watch time, interaction rates, and viewer feedback. By analyzing this data, you can identify patterns, understand what resonates with your audience, and iteratively enhance your future presentations.

The Power of Iteration

Iterative improvement involves incorporating lessons learned from previous presentations into your evolving strategy. Embrace feedback, both from your audience and your own assessments, to fine-tune elements like the Think-Do-Feel Matrix, video integration, movement, and power words. This commitment to refinement positions you as a sales rep dedicated to delivering value and continuously elevating the impact of your virtual presentations.

As you embark on this journey to master engagement in sales presentations, remember that it's a dynamic process. Each session is an opportunity to learn, adapt, and refine your approach, ensuring that you consistently captivate your audience and leave a lasting impression. With the right blend of strategy, creativity, and adaptability, you'll thrive in the evolving landscape of virtual sales.

In conclusion, mastering engagement as a sales rep involves a multi-faceted approach. The Think-Do-Feel Matrix provides a strategic framework for understanding your audience. Adding movement captivates attention in the virtual realm, and power words act as catalysts, waking your audience from the slumber of routine engagement.

Now equipped with these strategies, take the next step in refining your virtual presentation skills. Watch this session to dive deeper into the intricacies of implementing the Think-Do-Feel Matrix, incorporating effective movement, and mastering the art of power words. Your journey to shining on the virtual stage begins with this insightful session.

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