A QB, a sales trainer and 3 steps to “separation by preparation”

Living on the east coast I didn’t get to see much of Seattle Seahawks rookie quarterback Russell Wilson during the regular season but with the Seahawks entry into the postseason I finally had a chance to watch him play. More importantly, I had a chance to see him interviewed. As he answered questions I was struck by […]

This technique turned my sales call around

It was my third meeting with the prospect and there were new players in the room. We were really digging into the proposal as the prospect wanted to understand the fee structure and cost savings. They were a skeptical group as they had been burned by a number of previous vendors who surprised them down […]

3 reasons to put a sales presentation in your sales conversation

When beginning a training session on sales presentation skills attendees often say to me “but I don’t deliver sales presentations – I just have conversations.” I typically tell these sales representatives that they need to put their sales presentation into their sales conversation and that those key elements of the conversation should be planned and practiced […]

3 steps to prove the prospect has a problem

We’ve always been taught that selling starts with asking the prospect about their problems and what they would change if they could. But what if certain decision makers need to be convinced that they even have a problem? Bill Gates said “I believe that if you show people the problems and you show them the solutions […]

HBR study on why deals are lost – 3 takeaways for the sales presentation

Harvard Business Review came out with a very interesting study on why sales people lose deals. One of the key reasons was called “ineffective communication” and was directly related to the sales presentation. There are three takeaways from this study for sales people who want their sales presentations to help them close deals. The first […]

3 steps to build a persuasive case in your presentation

Much like a lawyer needs to build a logical case to persuade the jury, we need to build a logical case to persuade our audience in the business world as well. Here is a recent example from my own experience. After almost a year of pursuing the prospect I got the word last week that […]

Sales presentations and 3 power point mistakes

“It’s my own fault for using PowerPoint. PowerPoint is boring.”  Dwight Schrute, The Office Dwight Schrute, of the comedy series The Office, delivered an unsuccessful  presentation. A presentation that featured a power point loaded with bullet points. While many presentation coaches, and Dwight Schrute, would suggest that the problem with power point is bullet points, I disagree. I […]

Research: Top sales reps more like Ashton Eaton than Usain Bolt

“I wonder why I deserved the gold because all these other guys worked so hard as well,” – Ashton Eaton – Gold medal winner in the decathlon   Ashton Eaton won what was once considered the greatest prize in the Olympics, the decathlon. In 2012 however, Eaton’s accomplishment has been overshadowed by sprinter Usain Bolt. […]

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 […]

How long should you make your sales presentation?

“It was impossible to get a conversation going, everybody was talking too much.”  Yogi Berra I once brought a colleague with me on a sales call and since he was the real expert on the service we were offering I let him handle the presentation. We were given 30 minutes with the prospect and his […]