You can now walk into a Starbucks and order any one of 87,000 drink combinations and the barista won’t bat an eye (although I have seen a few eye rolls…) If customers expect that level of customization from a five dollar investment, imagine what they expect when investing thousands of
Sales Reps hate to role-play. But you knew that, right? Done well, role-play can be an exceptionally powerful tool in helping sales reps master communication skills and navigate many changes in products, customers, and competition they continually face. Unfortunately, approaching it with a gallows-like resolve as most sales reps do,
A lot of advice on giving a presentation has been floating around since fax machines and uninformed buyers roamed the Earth. Some of these presentation myths are urban legends, and some have simply reached their expiration date. Regardless of their source, these practices are capable of derailing your presentation, damaging
Imagine being just two minutes into your presentation and someone in your audience announces, “Please stop, I’m bored.” Prize winners have 1 minute to present before being interrupted by an 8 year-old saying, “Please stop, I’m bored.” This is precisely what happens each year at the Ig Nobel’s ceremony at
Part of what I do as a presentation coach often involves helping salespeople unlearn bad presentation advice they’ve adopted over the years. Some of this advice is simply dated, handed down from a time when prospects relied on salespeople to provide them with all their information, or when attention spans
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