Sales Presentation: this is how they’ll know your nervous

Sales trainer Jeffery Gitomer teaches that in a sales presentation “we are trying to gain the prospect’s trust by being likeable, believable and transferring confidence.” It is very difficult to achieve any of these things if you are communicating to the prospect that you are nervous and uncomfortable. Here are three ways that we tell […]

Is presentation a sales person’s #1 fear?

“According to most studies, people’s number one fear is public speaking. Number two is death. This means to the average person, if you go to a funeral, you’re better off in the casket than doing the eulogy.” ~ Jerry Seinfeld How often do you deliver a formal sales presentation? I interacted recently with a sales […]

Don’t be too honest with your audience Part II

I spend a fair amount of time in my car so I listen to a lot of talk radio. In fact, I have noticed a direct correlation between my increasing age and the amount of AM radio I listen to. One aspect of talk radio is, of course, the callers. Ordinary people who dial in […]

Fear and Public Speaking

A good friend, and wonderful speaker, called me not long ago just a few hours before a big presentation on Eleanor Roosevelt. “I’m feeling nervous about this one” she said “any words of advice?” “Yes” I said “just remember it’s not about you… it’s about Eleanor.” “Oh right” she said “thanks.” I’m often asked how […]