Avoid these questions to eliminate the silent treatment during your presentation

  Today’s sales presentations aren’t the one-way monologues of old. Audience’s not only expect to be engaged, but your message will have greater impact and recall if they are actively participating in the presentation. Posing a question is a quick and easy way to engage your audience. People are naturally

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Presentation Winners and Losers from The Academy Awards

If you think presenting comes naturally, all you need to do is watch the Academy Awards where some of our best actors struggle to deliver a live speech or accept an award.  As a salesperson there are many key takeaways from the Oscars and I’ll be taking note of them

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Sneak Peek: Advanced Sales Presentation Tip: The Power of Intention

Sneak Peek:  Advanced Presentation Technique from my new e-Book:  “Take Your Sales Presentation to the Next Level” Get all 10 tips FREE here! A common concern I hear from sales manager’s centers around the ability of their sales team to passionately or enthusiastically present their solution: “I don’t know what it

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Presentations and Presence: 7 Practical Tips (Part 1 of 2)

A brilliant script delivered poorly by an actor is unlikely to break any box office records. Likewise, compelling value and benefit statements are critical components of your presentation, but you can’t rely on the content to do all the heavy lifting. Just like a great actor can make a mediocre

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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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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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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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