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 […]

Causation: A powerful technique for sales persuasion

Has your prospect ever asked you: “so, how will this work?” If so, they have just invited you to persuade them because causation equals persuasion. Research (Slusher & Anderson 1996) shows that delivering a causal argument, one that shows exactly how  one thing leads to another, is more persuasive than providing statistics. In other words […]

What if your prospect designed your sales presentation for you?

For many people the most difficult aspect of a presentation is writing it. Where to begin? What to include? What to leave out? How great would it be to have someone else write your presentation for you? How about having your prospect do it? I recently joined a sales representative on a call with the […]

The most successful sales presentations always do this one thing

What is it that the prospect most wants to hear during a sales presentation? I once watched a sales person deliver a presentation extolling his company’s state of the art production facility. He talked about their cutting edge equipment, technology and resources. Unfortunately, none of this was what the prospect wanted to hear. And yet, […]

What to do with corporate’s generic sales presentation

It is not unusual, within companies both big and small, for someone in “corporate” to provide the sales team with a generic overview presentation. It’s a power point deck that contains many slides with many details regarding your company’s history, features, benefits, resources and capabilities. I can imagine an executive creating a presentation for his […]