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 telling her his true identity. As […]

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 hired a new CEO. A digital print expert lured away […]

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 there are a certain percentage of sales people who have […]

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 said. Since I coach sales people on how to […]

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 customer acquisition is down. Why? Because our […]

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 their presentation. A few years back I joined a gentleman on a sales […]

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 importance of planning and practicing their presentations many object and express their concern about […]

Why “Because” Is So Persuasive

Research shows that the word “because” is one of the most persuasive words in our culture. The reason is that when you use the word “because” you force yourself as a speaker to provide the audience with a reason for supporting your objective or agreeing to your request. This is based on research carried out […]