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With big dollars at stake and a significant investment of time and resources, it’s critical that you come across as a well-cast ensemble with consistent messaging, seamless interaction, and good chemistry during your team presentation. The way you interact together as a team gives your prospect an indication of what
Longer buying cycles and increasingly complex sales are making it rare that a sales presentation or demonstration ends in a signed contract. Often decision-makers don’t get together for days, weeks or even months to discuss your proposal. During that time, your prospect has seen additional vendors and had to contend
The complex sale provides unique challenges for salespeople in all stages of the process, and the presentation or demonstration is no exception. Products like technology, infrastructure, design and construction projects often involve a series of presentations and/or demonstrations. They are a major investment of time, effort and commitment on both
During my presentation workshops we try to replicate a real presentation environment as much as possible, in part, to practice how to recover when presentation disaster strikes. In a recent workshop, Michael, an experienced sales engineer hooked up his laptop and nothing happened. Michael checked the connections and still…nothing. Michael
Ever found yourself texting, checking email or freshening your coffee during a web presentation or webinar? Temptations abound in a virtual world and that’s exactly what your prospects are doing if you’ve failed to keep them engaged and focused on your message. Maintaining your prospect’s attention is a challenge online.
When the competition is stiff, preparation — and discovery in particular — plays a critical role in the ultimate success of your presentation. While much information about a company can be found on-line, the best source of information and greatest payoff potential comes from having a conversation with key people
Today’s sales presentations aren’t the one-way monologues of old. Audience’s not only expect to be engaged, but your message will have greater impact and recall if they are actively participating in the presentation. Posing a question is a quick and easy way to engage your audience. People are naturally
You’ve finally got that hard-fought presentation time with your prospect. You’ve managed to get all the decision-makers together in one room at the same time. Quick reality check: Do you have their attention? I wouldn’t bet on it. Like you, prospects have other things on their minds. Perhaps they just
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