If you’ve ever sat through a presentation and thought, “Why am I here?” you are not alone.  Most presentations fail to answer this most fundamental question until five, ten – even thirty minutes into the content. Presentations that do not quickly answer the question “Why?” are frustrating, confusing, and cause

A conversational presentation is a non-linear style of presenting in which you can move about in a more fluid way responding to prospect’s interests.  It’s a big – and often welcome – change from the old days of a sales person’s orderly and scripted descent through a slide deck. When

Questions are a sign of a healthy presentation. They typically indicate interest and create important opportunities to interact and gain insight into a prospect’s thinking.  Therefore, it’s not surprising that most salespeople have a knee-jerk reaction to answer every question on the spot. But does every question require – or

Using  iPads, tablets, or even smartphones to engage customers in conversations and presentations is a smart move today. In addition to giving salespeople the flexibility to be more responsive to customer’s interests and access information in real time, mobile presentations set a less formal tone and create more opportunities for

Picture this.   As a salesperson, you’ve been asked to give a presentation or demo to a qualified prospect. No easy feat in today’s competitive marketplace!  After high-fiving the rest of the team, what’s your plan? Start cutting and pasting from previous presentations. Review your prospect’s website and get the

Many salespeople don’t speak with as much energy or personality in business as they do in their personal lives—we tend to flatten things out, pull them in, tone them down.  Why?  Because they’ve been conditioned to go into “business mode.”  What’s business mode, you ask?  Think of the soothing voice

What comes to mind when you hear the word, presentation?  A salesperson holding court in front of a group with a slide deck while the audience silently listens.  This formal monologue is simply one type of presentation style in a broad spectrum of ways to communicate with potential customers.  In

The stars, the clothes, the mix-ups! But underneath it all, the Oscars are really a collection of short presentations delivered to an audience with short attention spans and high expectations. If that sounds like a business presentation to you, it should! Each year I like to highlight the Oscars best and worst presentations