Good salespeople ask themselves what they want their prospect to do at the end of their presentation. In other words, what’s the next step to move this sale forward?  That could be a signed contract, a meeting, or a recommendation. But great salespeople ask themselves another powerful question that is

Set aside the violence, the snarky humor and the profanity in Deadpool 2, and look for this surprisingly compelling technique Deadpool uses to connect with the movie-going audience.  Those comments the superhero directs straight to you – and not the other actors – is an acting technique called “Breaking the

Stories are a powerful selling tool, but rarely is one story right for every situation or customer.  To be successful in a dynamic marketplace, there are 5 types of stories every salesperson should be prepared to tell in a pitch or presentation.  Here is a brief description, example and tips

Your marketing department just invested a lot of time and money creating a dazzling new presentation for the sales team.  So why, three months later, is no one using it?!  Here are just a few of the reasons I hear from salespeople: “There’s too much information in it.  It’s not

It’s 2018, and by rough count, I’ve sat through a thousand sales presentations.  Most of them have blurred together in my mind.  What stands out?  The exceptionally good ones…or the cringingly bad ones.  Your prospect may not have seen quite as many as me, but they likely struggle to recall

I love snack size foods.  They’re cute, they’re portable, and they create the illusion that I’m eating lighter.   I say “illusion,” because I usually end up eating more than the equivalent of a full-size portion – especially if it’s a candy bar! Snack size foods have exploded in the last