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Posts from the ‘Sales Presentations’ Category

12
Mar

Sales Training: The Balancing Act Between Art and Science

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Since part of my business requires buying as well as selling, it’s great fun for me to sit in on sales presentations and absorb them both as a buyer and as someone who advises people about selling.

 
Last week, I caught someone using a familiar selling technique from a well-known sales training company. 
 
That was OK, but here is the issue . . . they were following the program like robots . . . 123, 123, 123 . . . neglecting to embed it into a more natural discourse.
 
And, when I decided to have some fun and throw them off the delivery channel, they became confused and rattled.
 
Here is my point. Read more »

13
Jan

When is the Best Time to Present: First, Middle or Last?

People often ask me when it is best to present when competing in a proposal process . . . first, middle or last. The answer, if you can arrange it, is last. The reason is based on something psychologists call the “recency effect.” Read more »