Dump the Company Selfie… I Mean Overview

The company overview is today’s business selfie.  It’s that slide (or series of slides) that seems to be in most salespeople’s decks that shows any or all of the following: a picture of your building (ho hum), the timeline of your company’s growth (blah, blah, blah), and the awards your

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Get Real Results from Sales Role Play (psst..the secret is in the casting)

Actors love to work with director Clint Eastwood for good reason:  “He expects you to know what you’re doing. And he’s going to take two giant steps back and let you do it,” says Morgan Freeman.  But some Hollywood directors are notoriously difficult to work with.  Kate Winslet said that

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3 Awesome (and Underused) PPT Presentation Tips

While there is a wealth of information on how to put together a good PowerPoint deck for your sales presentation — right down to the number of words and size of font on each slide, little attention is given on how a presenter can interact with those PPT slides in order to ensure his

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Make Your Presentation Memorable with Props

According to Toastmasters, listeners only retain 10% of what they’ve heard one week later.  This percentage increases to 67% when visual aids are added to the equation. This is a strong message to sellers that if you want a prospect to remember your sales presentation, demo or conversation, adding a visual

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An Actor’s Secret for Getting in a Selling State of Mind

“I’ve always considered myself to be just average talent and what I have is a ridiculous insane obsessiveness for practice and preparation.” Will Smith It’s no secret that a focused and positive mindset in sales creates focused and positive results. Learning how to let go of negativity and get in

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How to apply the Challenger Sale…when you’re not a challenger

“I don’t accept the status quo. I do accept Visa, MasterCard, or American Express.” Stephen Colbert I’m a fan of The Challenger Sale – despite the fact that the book came out the same year as mine (2011) and promptly soared past me. If you’re not familiar with the book

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Screenwriting Tips for Sellers: 5 Elements you Must Have to Move a Prospect to Action

Like a well-crafted movie or television show, a successful salesperson must grab a prospect’s attention, pique their interest and establish an emotional connection in order to move them to action.  Screenwriters know that there are 5 dramatic elements that must be present in order to engage and move audiences.  Make

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How to Own the Stage with your Presentation or Demo

Shakespeare said, “All the world is a stage,” and no where is this more true in business than when you delivering a sales presentation or a product demo.  Whether your stage is a computer screen or a conference room, you must own the stage –  in other words, earn and

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How to Break Out of “Presenter Mode”

                                                                                                                  Illustration courtesy of 24Slides.com In business, most people (and salespeople are no exception) don’t speak with as much energy or personality as they do in their personal lives. They tend to flatten or smooth things out and tamp down the good and the bad news alike. Telling

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Make Your Sales Script Sound Authentic with These Acting Tips

The most common question I was asked when I was working as a professional actor was this: “How do you memorize all of those lines?” But the tougher question is really, “How do you make a script sound natural and authentic …performance after performance?” Making a script sound like your

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