Emotional Intelligence in Sales, Empathy and the Actor’s Magic “If”

“I’m curious about other people. That’s the essence of my acting. I’m interested in what it would be like to be you.” ~ Meryl Streep How did Meryl Streep play real people like Florence Foster Jenkins and Margaret Thatcher with such depth and authenticity? How did Daniel Day Lewis give

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5 Sales Role-Play Tips for Success from the Theater

Sales Reps hate to role-play. But you knew that, right?  Done well, role-play can be an exceptionally powerful tool in helping sales reps master communication skills and navigate many  changes in products, customers, and competition they continually face.  Unfortunately, approaching it with a gallows-like resolve as most sales reps do,

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7 Presentation Myths – Busted! Get the Facts Before Your Presentation

A lot of advice on giving a presentation has been floating around since fax machines and uninformed buyers roamed the Earth.  Some of these presentation myths are urban legends, and some have simply reached their expiration date. Regardless of their source, these practices are capable of derailing your presentation, damaging

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5 Tips for Commanding the Sales Stage

In order to grab and hold your prospects’ attention and get buy-in into the vision you are presenting for them with your sales presentation, you must inhabit your sales stage – whether it’s a an actual stage or a corner of a business office — with the complete conviction and confidence

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3 Questions Your Sales Presentation Must Answer

There are as many variations in the content and structure of a sales presentation as Beyonce has wardrobe changes, but when it comes down to the question it must answer in your prospect’s mind, it will typically fall into one, two or all three of the following: Why should I

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Best Practices for Giving a Presentation on a Tablet or iPad

Part 2 of my series on best practices for giving a  sales presentation on a tablet or iPad. Delivering your sales presentation on a tablet or iPad can be an engaging way to grab your prospect’s attention and showcase your work or your products in a fresh, and engaging way. 

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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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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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Better Results from Sales Role-Play Part 1: Setting the Stage

I received a panicked call from a salesperson last week.  Carol’s annual sales meeting was fast approaching and she and her fellow sellers were asked to participate in a day of sales role-play with management.  While promoted as a “learning experience,” Carol knew better; this was a test.  Carol and

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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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