5 Buyer Trends You Must Adjust for in Your Sales Presentation

Remember scouring the aisles on a Friday night at your local Blockbuster looking for a good video for the weekend? Your heart would leap after spotting the new release you’d been wanting to see, but excitement would quickly turn to disappointment when you picked up that empty case. How do

Read More

0

3 Ways to Highlight Your Value Proposition in a Presentation or Demo

You probably don’t consider what  you sell to be a commodity, but the truth is, if your prospect can’t clearly distinguish why he should pay more for your product or service than the competitor’s, you may as well be selling water or pork bellies. Most sales people recognize the need

Read More

0

Can you handle the truth? A sales lesson from actors on taking feedback

Hardly anyone likes being told that the way they’re doing something isn’t working.  For salespeople and performers alike, there’s a certain vulnerability that comes with stepping into the spotlight and taking feedback.  Feedback can feel like a personal attack if not handled properly, but just like any other competitive performance,

Read More

0

What’s Your Drop the Mic Moment in Your Presentation?

Good presenters have a clear central point.  Great presenters make that point in a compelling and memorable way.  In other words, they have a Drop the Mic Moment. Too often I see salespeople bury a profound statement in a load of information, rush too quickly into their next point, or

Read More

0

7 Tips in 5 minutes: Leveraging the Power of Storytelling in Sales (Recorded)

Got 5 minutes?  Find out the 7 tips you need to know to tell a compelling, purposeful story in your sales call or presentation by listening to this quick MP3 recording: How to leverage the power of Storytelling in Sales – in 5 Minutes! Click on link below to listen to

Read More

0

3 Surprisingly Simple Presentation Hacks.  (Hint: One involves duct tape…)

There are many things that can derail your presentation. Some, like a faulty structure or poor delivery, require an investment of thought and time to change. The following however are surprisingly simple presentation hacks you can make right now to address three common problems occurring in sales presentations which can

Read More

0

Are You an Intentional Salesperson? Leveraging the Power of Intention in Your Presentation

Part of my process before working with sales teams to help  improve the win rate of their sales calls or presentations, is to talk with sales managers about where they see room for improvement. I frequently hear comments like these: “Our salespeople know the product, they say all the right

Read More

0

Sales Presentation Fails…and Fixes. Plus Free Webinar!

You’ve probably seen your share of Epic Fails – misprinted signs that lead to confusion, bridges that lead to nowhere, questionable clothing or parenting decisions. They’re fails because even if intentions are good, the outcome is disastrous. 5 minutes to Storytelling Sales Success Presentation fails are those unwitting mistakes or

Read More

0

5 ways to avoid a feature dump in your presentation

More is not always better. If you ever drank from a hose as a kid, then you have a good idea of what it feels like to be on the receiving end of many presentations or demos. Overwhelming prospects with a steady stream of information – or feature dump –

Read More

0

The last time I failed to do discovery (Or how I ended up with Jell-O on my face)

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

Read More

0