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Posts from the ‘Sales Presentations’ Category

21
May

Curiosity – A Powerful Sales Tool

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Curiosity is a particularly strong human trait. It is a hardwired survival trait that has been a part of our progression over thousands of years.
 
And it can be leveraged in very effective and powerful ways in the context of sales.
 
Let’s say you are selling a major piece of equipment. You could say something like: Read more »

8
May

Grab Your Audience’s Attention with Your Very First Sentence

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I cannot tell you how many sales pitches I have heard that start out something like this:
 
“Good morning. Thank you for having us here today. We’d like to start out by telling you a little about ourselves.”
 
 Noooooooooooooooooooo! 
 
Street law: When we start out a speech or sales presentation by talking about “us,” here is what the audience is “really” hearing: Read more »

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 »