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.”
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
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
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