When presenting to prospects, it’s vital to make good impressions on each and every person in your audience. Whether you’re kicking off introductions or making the final pitch, how you conduct yourself matters.

“Making a great sales presentation is a marriage of ‘what you say’ and ‘how you say it’,” writes Jeffrey Gitomer for SalesFuel.

He emphasizes that the way you present something should receive as much attention as the content itself.

But how should sellers conduct themselves when addressing an audience? What traits will encourage connection?

What traits make good impressions on audiences?

Audiences form opinions about us and our ideas based on how they perceive us. Even if you’re only speaking to an audience of one, be mindful of the traits you’re demonstrating.

You’re not just looking to inform and educate the other person. You should strive to create a connection, establish trust, build credibility, and nurture rapport.

Gary Genard introduces several positive character traits he believes speakers should be showing audiences.

“They will not only help get listeners on your side (as will positive thinking, generally),” he writes.”

He first discusses a trait that most will agree is essential: confidence.

“Confidence pays a huge dividend in trust, credibility and believability,” he explains.

Expressing confidence can easily be done with adjusting your body language. Make a strong first impression by using positive body language, like maintaining eye contact and controlling nervous habits.

SalesFuel’s Kyla Snodgrass suggests, if you’re standing, to adopt a “power pose.” She shares that the American Psychological Association (APA) found that these “expressions of status” can positively impact confidence levels.

Power poses, which convey dominance, and upright postures, which convey prestige, both significantly impact self-​perception. The APA found that those who adopted these postures felt more confident and better about themselves compared to those with hunched or contracted body positions.

For more tips on how to demonstrate confidence, check out these suggestions.

Joy

Another trait sellers can demonstrate to make good impressions on audiences is joy. If you aren’t enjoying yourself, others can tell. And your lack of enthusiasm will be contagious.

If fear of public speaking is dampening your enjoyment, it’s time to tackle that challenge.

“When you work in sales, no business skill is more essential than effective communication,” Terri L. Sjodin.

Public speaking can be challenging for sellers, but with practice, training and the right mindset, it can be overcome. Sellers should view public speaking as an opportunity to connect, build trust and influence others rather than a daunting task.

Confidence can be built by becoming an expert on the topic and understanding the audience. Practice, including rehearsing and role-​playing, is crucial for comfort and improvement.

Additionally, managing nerves through techniques like deep breathing and visualization can help reduce anxiety and boost confidence.

Once you’ve tackled any speaking anxiety, be conscious of the enthusiasm you show. And you don’t have to fake it. Instead, tap into what really excites you about your solutions and how they can help members of your audience.

"Sharing your personal excitement about why your product is valuable can make all the difference,” writes HubSpot’s Aja Frost.

“When engaging with prospects, let your belief in your product shine through your words and actions."

Curiosity

Yes, you’re there to present to others. But you’re there to learn, too. Approaching a meeting or presentation with curiosity can make good impressions on everyone listening. It reveals that not only are you there as an advisor, but also a partner looking to learn.

“You're just as dedicated to the subject you're passionate about,” Genard explains. “What will you, along with the audience, learn about it today?”

A curious mindset helps salespeople ask better questions, uncover insights, and provide personalized solutions. It fosters continuous growth, strengthens customer relationships, and drives innovative sales strategies.

To make good impressions on your audience, it's essential to focus on the traits that foster trust, connection and confidence. Demonstrating confidence, joy and curiosity engages your prospects while creating opportunities for deeper relationships and sales.

Make good use of these traits, and you'll be well on your way to making lasting, positive impressions.

Photo by The Coach Space