7 Tips for Using Stories in Sales to Win Business

Like a great movie, using stories in sales can make a strong impact on your business audience, differentiate you and your solution and inspire action in a way that delivering information alone simply can not.  On the flip side, a poorly crafted or executed story can cost you credibility, attention and

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Tina Fey’s Improv Advice for Salespeople

“Start with a Yes and see where that takes you.” Tina Fey I’m a big Tina Fey fan and her book Bossypants didn’t disappoint. Not only is it a fun, insightful glimpse behind the SNL cameras, it also shines a light one of the cardinal rules of improv that has

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5 Reasons your Presentation is Boring

If you’ve been selling for more than a week, you’ve already heard plenty of excuses from buyers: I need to think about it. I can’t afford it. You’re too expensive. The details may vary, but the reason buyers aren’t anteing up typically boils down to this: Frankly my dear, they

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5 Ways to Close your Presentation with an Encore

Can you imagine an experienced performer like Justin Timberlake ending his performance by singing a few random notes before looking blankly at his audience and announcing, “Well, I guess that’s all I have” ? Not likely.  Professional performers strategically plan how they close their set to leave their audience clamoring

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Entertainment is Everywhere…until the Sales Presentation Starts

The average American spends more money on entertainment than on gas, household furnishings or clothing.  Global spending on entertainment and media is over $1.8 Trillion dollars. What does that have to do with you—a salesperson who doesn’t sell entertainment or media-related products or services?  It has everything to do with you: These people

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The Top 3 Qualities for Sales Success

You’ve done your sales forecast.  You know what you need to achieve this year  The million dollar question is this:  What do you need to do to get there?  If it were as easy as setting goals, most of us would have hit them by now!   It’s helpful to

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A Sales Lesson from The Wolf of Wall Street: “Sell me this Pen!”

Academy Award winner Leonardo Di Caprio stars in Scorsese’s excess-packed The Wolf of Wall Street  - joining a long line of films (Wall Street, Boiler Room, Glengarry Glen Ross) that cast the sales profession in it’s most negative light. While millions of honest people make their living in sales, they rarely

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5 Must-Know Rules of Improv for Presenters

It was how many nightmares begin, only this time it was real.  I was standing in front of 200 people ready to speak at sales conference.  My first slide had a link to a virtual poll that would get everyone's input on the topic.  We had tested the link and

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5 Ways to Bring your Presentation into the 21st Century

When my dad was in sales, he didn’t have to compete with a steady stream of “urgent”texts or emails for his prospect’s attention.  He was rarely rushed along when he presented, asked to stick to the “script” or sandwiched in between competitors.  My father had the luxury of building rapport

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And the Oscar for Best Presentation goes to…Tips from Winners & Losers

 The Oscars call upon our favorite performers to “go off script,” developing and delivering their own mini-presentation with little direction or rehearsal.  As an audience we still expect them to be interesting, relevant, professional, humble and of course,  entertaining.   Not unlike what your customers or prospects expect from you!

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