Imagine being wrongly accused of a crime and having to present your case to a jury.  You’d want to use every possible advantage to win them over, right?  When the stakes are high, good trial lawyers know a few secrets to a successful presentation – how to quickly establish credibility,

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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

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New York Yankee Mariano Rivera “The Closer” This may sound funny coming from a presentation trainer, but the most effective way to improve your presentation close rate doesn’t happen during your presentation. It takes place before your preparation.  No deck, prop or story can replace the need for a thorough understanding

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I confess:  I haven’t always done discovery before a sales presentation.  Even when I was working at The National Enquirer many years ago where their tag line was “Enquiring minds want to know!” Like many salespeople, I was often running fast trying to make quota. And on those occasions where a

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