The odds of reaching a decision-maker on your first attempt can be greater than hitting the winning lottery numbers. Chances are you will either 1) end up in voice mail, or 2) speak to someone who will politely inform you that the decision-maker is unavailable but will take a message for them – or […]
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 a prospect you’re going to […]
Can you guess the most common question I was asked when I was an actor? It was this: “How do you memorize all of those lines?” But the tougher question is really, “How do you make other people’s words sound like your own…performance after performance?”
This is a challenge for both actors and for salespeople, […]
“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
The ability to understand what buyers really want is critical to targeting your message and connecting, yet most of us never get past the facts and figures. Since most buying […]
If you’re having trouble closing…it could be your presentation opening! If you don’t gain your audience’s attention initially and establish credibility, they’re not going to hear your great benefits, your value proposition or your super close!
In this video I role-play how a typical presentation opens. Take a moment to watch.
What did you think? […]
Warning: If you can hear a pin drop during your presentation, your audience may be asleep.
Which one of the following is an example of a good listening skill?
(A) Address your customer’s objection’s first.
(B) Use animated listening.
(C) Finish your customer’s question as proof you’re in sync.
(D) Exaggerate your posture to show you are hanging […]
“Why are you wasting my life?”
Can you imagine a client saying that to you after you delivered (what you thought) was a pretty good, on target presentation?? Jeff Bezos did exactly that after one of his engineers delivered a complicated, boring presentation to the outspoken founder of Amazon. I don’t know if that engineer […]
Even if you didn’t get swept up in the Breaking Bad saga, it would have been difficult to miss the powerful hold it had on its audience, the awards it racked up or the place it earned popular culture. Maybe you had to listen to coworkers endlessly dissect each episode every Monday morning, laying […]
Fact: Most complex sales are not decided with you in the room.
Decision-makers may not get together for days or weeks to discuss your proposal, and they are likely to see many other presentations in the mean time. How can you be certain that you and your message remain top-of-mind after you walk out the […]