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 because they will find it very credible. In addition, you prevent the possibility […]

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 […]

Why should I listen to your presentation?

You’re presenting to a group, at least some of whom you’ve never met and your knowledge and expertise are important factors to that audience. There are three pieces of information you can use to build your credibility and help answer the question that is on all their minds: “why should I be listening to you?” […]

3 steps to hold attention with your next presentation

Years ago my sales manager and I were pursuing an account and were given the opportunity to present our offering to the key decision makers. A few minutes into my boss’s presentation some of those decision makers started checking their watches, their blackberries or just began gazing out the window. We did not get the […]

3 steps to calm sales presentation jitters

Mark Twain said “There are two kinds of public speakers, those who are nervous and those who lie.” We all feel some degree of nerves before a sales presentation, especially if closing the deal could mean the difference between making your numbers or not. For some of us its jitters for some it’s downright panic. […]

The structured sales presentation

“In writing music, the structure of each piece is a very important factor.”  Leo Ornstein, composer   I was coaching a sales representative in presentation and showing him how a presentation should be structured when he interrupted me saying “I don’t like your structure” “Why not”? I asked. “Because it constrains me” he said. “That’s good” […]

Yogi Berra and the Sales Presentation

I was coaching a small group on sales presentation and reviewing the agenda for the session with them when one young lady, referring to public speaking, announced “I can’t do this.” Soon after, as I walked them through the process of designing a sales presentation she reminded us all once again “I can’t do this.” She was […]

Presentations Matter Even After the Sale is Closed

Many salespeople understand the importance of presentations skills to the sales process and, as a result, are willing to work hard to develop their presentations and their public speaking skills. But what about the importance of presentations after the sales is closed? Long after the sale is closed. I have an account that’s been with […]

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 […]

Don’t be too honest with your audience – Part I

Some speakers are very open and honest with their audience, maybe too honest. I saw a presentation recently by a gentleman who, about three quarters of the way through his speech, lost his place. Now we’ve all been there. You just blank and can’t remember what in the world comes next. What to do? Actually, […]