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Your presentation can’t be all sizzle – content matters!

Many people make the case that when it comes to presentation delivery is all that really matters. Much of this philosophy is based on the misapplication of the famous Mahrabian study which concluded that 93% of all communication is non verbal. But … [Continue reading]

Don’t wait for Q&A – crush objections during your presentation

One of the best methods for handling objections is not to wait for the Q&A that follows your presentation.Research shows (Allen 1998) that an audience will find a two sided argument, one that presents both sides of an issue, very persuasive … [Continue reading]

Presentation: Don’t just look confident – be confident

I was watching Superman - the Christopher Reeve version – with my six year old son. In one scene Clark Kent was in Lois Lane’s apartment waiting for her to get ready to go out for dinner. As he stood in her living room waiting for her he contemplated … [Continue reading]

What CEO’s and sales people have in common

In the 1990’s I was working for a large print manufacturing company that was considered “old economy.” Ink on paper was falling out of fashion fast and the board of directors decided to make a major change in the direction of the company.So they … [Continue reading]

Actually, you can listen your way out of a sale

I’ve written in the past about certain industry clichés that drive me batty. One that I’ve heard a number of times recently is “I’ve never listened my way out of a sale.”As a presentation coach I hear this saying more often than most because … [Continue reading]

What’s wrong with persuasion?

A sales person was selling me a piece of exercise equipment and I said to her “I’m interested but you’re going to have to persuade my wife.” The sales woman recoiled as if I had suggested she commit a crime. “Oh I don’t persuade people” she … [Continue reading]

Use a Six Sigma technique to create your sales presentation

In the six sigma process the method used to get to the core of any problem is to ask “why?”Once you identify a problem you continue to ask “why” until you get to the root of the issue.For example: Our revenue is down. Why? Because new … [Continue reading]

A salesperson shouldn’t be the smartest person in the room

Step one in my nine step process for designing a persuasive sales presentation is to determine your objective. I find most salespeople spend precious little time thinking about how they want the prospect to think or act differently as a result of … [Continue reading]

How do you avoid sounding “salesy” in your sales presentation?

The popular television show Taxi once featured an episode where Jim Ignatowski (Iggy) decided to become a door to door salesman and introduced himself with “Hello Mr. and Mrs. insert couple’s name here….”When I talk to sales people about the … [Continue reading]

 

Rob’s seminars and workshops teach sales professionals a step by step process to design and deliver persuasive sales presentations. Learn to create sales presentations that are loaded with research proven persuasion techniques. Check out the … [Continue reading]