From preparation to execution, sales presentations can be difficult to manage. Previously, we’ve published some tips for pitching in general, but in this article Simon delves deeper into the underlying problems with sales presentations today – and tells us how to address them. MORE
Today’s offering features top bloggers in their fields who offer timely and thought-provoking tips on every aspect of sales coaching. Whether you’re a sales manager or a salesperson, the information presented by the expert bloggers in our Blog Carnival will broaden your understanding of this important topic. The Secret to Sales Productivity: Customer Data. The most productive sales people are those with the most current, accurate customer data. MORE
Research reported in The Top-Performing Sales Organization indicates 53% of sales people do not agree their sales process is customer-focused, yet each of their respective companies makes the claim. And sales people (rightfully) hate the shop! MORE
Do you try to trick them into advancing to the next step with out dated sales strategies (Benjamin Franklin close anyone?!) Do you align your messaging with their key drivers or with your sales needs? Delighting customers is a smart sales strategy. MORE
Last week I received a call from a sales manager whose team we worked with last year. While this is certainly frustrating for the sales manager, it is understandable. So implement these 5 strategies today and watch your sales team’s presentation skills (and closing ratios) soar. MORE
There’s a scene in the British comedy Cemetery Junction that I love because I think it’s a perfect representation of the power of sales stories and storytelling in sales. The more seasoned salesman, he approaches the pitch from a sales storytelling angle. MORE
When this occurs they become more inclined to give credibility to the presenter’s sales message. Successful sales presentations amplify similarity, while minimising difference. Let’s take a ten second case-study: Imagine you are the Sales Director of an IT company. MORE
Do e-book sales cannibalize print sales? Freelance Writing - General Marketing Your Services My Books Self-Publishing & Print On Demand creating e-books creating e-pubs e-books Kindle books sales of e-booksFind out what Paul Lima has experienced. MORE
Improve your communication skills in a sales setting. Tim ‘Gonzo’ Gordon and Roger Pike discuss the benefits of good sales communication skills – and help show you how to develop those skills. MORE
“When you make a sales pitch, you are not there to close a deal; you are there to open a relationship.” ” That one sentence captures the essence of a great book on sales: Sales Pitches that Snap, Crackle ‘n Pop by Jack Vincent. MORE
Email Etiquette & Productivity Communication Skills email etiquette how to say it to sell it sales skills Selling Skills SpeakerSue When I landed in New Zealand yesterday on my way to Sydney, I phoned home to say “Kia Ora” to my husband. MORE
Taking both of his points into consideration, it’s easy to see how the emails we write, sales conversations we have and presentations we deliver can easily damage sales results. Here are 3 Ways Your Emails May be Damage Sales Results: 1. MORE
I'm holding a Boxing Week book sale. My Books 2-for-one book sale boxing day book saleBuy any book or report from www.paullima.com/books/, and get another PDF or Kindle book free. But you have to buy your book by Jan. 1, 2012. MORE
Here are eight ideas for creating a sales presentation outline that targets your sales message onto this specific customer, in this specific moment. Link to the sales cycle. Early in the sales cycle: Address broad issues. Late in the sales cycle: Reassurance. MORE
Professional speakers, freelance speechwriters and entrepreneurs must learn the sales strategies and techniques that will secure appointments in today’s volatile economy. Business Communication National Speakers Association Sales techniquesThat means getting past gatekeepers and getting to decision makers. Armies of executive assistants and the sub-second attention span of crazy-busy executives are barriers to overcome. MORE
In a previous post, I announced that Rhetoric – The Public Speaking Game™ is now available as an app. You can read that post here. RHETORIC can be played in English, Spanish, French, German and Catalan. More languages will be added in 2017. … Continue reading → Rhetoric Dan Pink Florian Mueck gamification public speaking Rhetoric - The Public Speaking Game Springwise MORE
If you haven’t had sales training this year, jump ship. After all, according to 2012 research from Aberdeen Group, “ 82% of best-in-class companies require sales training as compared with only 68% of laggard companies.” MORE
Over the last few weeks I’ve been engaged in discussions with a number of talented and experienced sales professionals. Our conversations have focused on various aspects of the sales process including: establishing credibility, understanding customer needs, reviewing various options and recommending a solution. No matter where you are in the sales process, strong communication skills including exceptional presentation skills are critical for success. The Sales Presentation. MORE
Heroes and villains don’t just exist in fairy tales for children. In our everyday life we are surrounded by them. A business presenter’s job is to identify these heroes and villains, and help his audience to overcome any obstacles in order to reach the brave new world.… MORE
If you are in sales, you might occasionally wonder if your marketing people are really working in your (and the company’s) best interest. Sales Well that looks simple. Often, your marketing department prepares or hires a marketing agency to prepare the standard sales PowerPoint presentation. Why is this sales person wasting my time? If the sales person blindly follows the marketing PowerPoint presentation, often the deal will fail. MORE
When the phone rang, I knew the person on the other end wasn’t a professional sales person as soon as he said, “Hi this is name with company, how are you doing today?” wanting to make a sale rather than build a relationship. MORE
Sales person to prospect*: Do you have a few minutes? Reservation Sales person to phone in caller*: How many people in your party? Reservation Sales person to phone in caller: You mentioned that you’re looking for a room for your husband and yourself for his birthday. MORE
Register below for a 29-minute sales training — FREE, just for speakers — this Friday, October 28, at 1pm Eastern! If you’re not getting the results you want from your sales and prospecting efforts, register now: Yes, please! NOTE #1: There is nothing for sale on this call. MORE
In this article, Simon explains this as The Sales Presentation Paradox, and gives some pertinent advice to make sure your next sales presentation accomplishes exactly what you want it to. … Message Performance Corporate Speaking featured Pitching PowerPoint preparation Sales Presentations MORE
What are the communications secrets of a sale? How can you size up a potential customer, develop a fast and durable relationship, and close the sale? Nick has written the following steps that will ensure a win for you (almost) every time. MORE
How would you react when you heard that British sales statement? It’s a challenge faced by sales presenters. In terms of sales presentation structure, this isn’t a technique to either lead with or finish on. “Brits aren’t the most uncivilised people in the World.”. MORE
Eric is a sales expert. He has great ideas that can help you make more sales. Because I am getting so much value from Eric’s sales coaching program, I have invited him to speak at a webinar. Eric will share some of his best sales-increasing ideas. Eric Lofholm. MORE
Humor can help you get the sales presentation in the first place. It will also help you stay upbeat in the face of rejection, overcome inevitable problems that arise during a presentation, break down sales resistance, and create loyal customers who will buy again. Humor is just the tip of the iceberg for getting big sales. MORE
Do you gives sales presentations? Here are some of my thoughts about what makes a successful sales presentation: You have a solution that the potential customer needs. Perhaps you travel to prospective clients ‘ offices and pitch a product or service. MORE
Some of the most common mistakes that sales teams make when they pitch are: Doing the same thing they’ve always done, because it worked in the past. Are you willing to throw out your current corporate sales pitch, if it means the possibility of winning more business? MORE
Analogy is to a sales presentation what 3D surround sound is to a movie. This is the final point about analogies in sales presentations. Sales Presentation analogical reasoning analogy description parallel Persuasion presenting sales by Peter Watts. MORE
So I'm having a special moving sale through August 4 to raise funds for my move! Specials and SalesI'm moving. It's pretty momentous. Hubby and I have been living in the same place for 19 years. It's been a sweet home for us and our kitties, but we've grown out of it. MORE
What is your primary goal in making a sales presentation? So why do so many sales-presenters try to conceal the fact? You avoided any words to do with sales because you didn’t want to sound sleazy, but instead you’ve made yourself sound evasive. You’re there to sell! MORE
Last week I received a call from a sales manager whose team we worked with last year. While this is certainly frustrating for the sales manager, it is understandable. So implement these 5 strategies today and watch your sales team’s presentation skills (and closing ratios) soar. MORE
Jeffrey Gitomer is one of the most brilliant sales people I know. ” Time and again he reminds sales pros to focus on the professional part of their title instead of on the selling part (actually, I just made them up and I really, really like it). Jeffrey loves a certain type of cookie and was wowed when the cookie company (finally) realized what a great advocate he could be, and sent a brilliant sales professional to Gitomer’s office loaded with his favorite cookies. MORE
Guest Post by Kelley Robertson During the last 17-plus years I have been part of, or watched, hundreds of sales presentations. More recently, I viewed a series of sales demonstrations and all but one of the four sales team opened their presentation the same way. Here are three openers you need to avoid using when starting a sales presentation. The vast majority of sales presentations I have seen open with the seller talking about their company. MORE
The fields of social media, sales, and public speaking, can all benefit when they work together. Sales meanwhile, are never afraid to ask for the business. They also understand that for every customer journey, there must be an end-point; the sale. MORE
Email Etiquette & Productivity Selling Skills email as a sales tool email etiquette and productivity Power Sales Writing sales mastery sales training SpeakerSue Email is the default communication in most offices today. Yet, poorly written emails • waste time. • MORE
It is to say that the concept of Emotional Authenticity is and has been the key to Sales Success and Life Success for all time. The insights we bring to our buyers and the emotionally satisfying – genuine through and through (caring more about their success than even making the sale!) – make more of a difference today than a bell or whistle or three. MORE
Communication Skills Email Etiquette & Productivity Selling Skills email as a sales tool email etiquette Hospitality Sales how to say it to sell it Power Sales Writing sales mastery sales training MORE
sales people held all the power. That not being true for 2 decades now, how do sales people contribute to the buying process, beyond providing answers that they still try to keep secret until asked (is space available? Sales people contribute more than they ever have and here is why: 1. Excellent sales people collaborate with their buyers to create customized solutions that ensure the buyer’s success. Excellent sales people make buying effortless and risk-free. MORE
At the core of a sales presentation are logical arguments that lay out why your product benefits the customer. Those sales arguments need the force of mathematical logic. Their sales argument is: “Successful SME’s value our tax advice, If you’re a successful SME. by Peter Watts. MORE
From a sales perspective, this is both good and better. Selling Skills Communication Skills how to say it to sell it sales skills SpeakerSueIs a connection a conversation or a fantasy? Always-on/always-on-you devices provide three powerful fantasies: that we will always be heard; that we can put our attention wherever we want it to be; and that we never have to be alone. MORE
Sales Related Topics The Presenter's Blog
MARCH 18, 2013
What is your primary goal in making a sales presentation? So why do so many sales-presenters try to conceal the fact? You avoided any words to do with sales because you didn’t want to sound sleazy, but instead you’ve made yourself sound evasive. You’re there to sell!
Presentation Guru
DECEMBER 20, 2016
In this article, Simon explains this as The Sales Presentation Paradox, and gives some pertinent advice to make sure your next sales presentation accomplishes exactly what you want it to. … Message Performance Corporate Speaking featured Pitching PowerPoint preparation Sales Presentations
The Presenter's Blog
MARCH 11, 2013
When this occurs they become more inclined to give credibility to the presenter’s sales message. Successful sales presentations amplify similarity, while minimising difference. Let’s take a ten second case-study: Imagine you are the Sales Director of an IT company.
Duarte Blog
JUNE 13, 2017
There’s a scene in the British comedy Cemetery Junction that I love because I think it’s a perfect representation of the power of sales stories and storytelling in sales. The more seasoned salesman, he approaches the pitch from a sales storytelling angle.
The Presenter's Blog
APRIL 2, 2013
At the core of a sales presentation are logical arguments that lay out why your product benefits the customer. Those sales arguments need the force of mathematical logic. Their sales argument is: “Successful SME’s value our tax advice, If you’re a successful SME. by Peter Watts.
Presentation Guru
FEBRUARY 23, 2017
What are the communications secrets of a sale? How can you size up a potential customer, develop a fast and durable relationship, and close the sale? Nick has written the following steps that will ensure a win for you (almost) every time.
Manner of Speaking
NOVEMBER 24, 2016
In a previous post, I announced that Rhetoric – The Public Speaking Game™ is now available as an app. You can read that post here. RHETORIC can be played in English, Spanish, French, German and Catalan. More languages will be added in 2017. … Continue reading → Rhetoric Dan Pink Florian Mueck gamification public speaking Rhetoric - The Public Speaking Game Springwise
SpeakerSue Says...
AUGUST 18, 2015
Research reported in The Top-Performing Sales Organization indicates 53% of sales people do not agree their sales process is customer-focused, yet each of their respective companies makes the claim. And sales people (rightfully) hate the shop!
SpeakerSue Says...
APRIL 28, 2014
Do you try to trick them into advancing to the next step with out dated sales strategies (Benjamin Franklin close anyone?!) Do you align your messaging with their key drivers or with your sales needs? Delighting customers is a smart sales strategy.
The Presenter's Blog
MARCH 25, 2013
How would you react when you heard that British sales statement? It’s a challenge faced by sales presenters. In terms of sales presentation structure, this isn’t a technique to either lead with or finish on. “Brits aren’t the most uncivilised people in the World.”.
SpeakerSue Says...
MAY 28, 2014
Taking both of his points into consideration, it’s easy to see how the emails we write, sales conversations we have and presentations we deliver can easily damage sales results. Here are 3 Ways Your Emails May be Damage Sales Results: 1.
Six-Figure Freelancer Blog
AUGUST 10, 2012
Do e-book sales cannibalize print sales? Freelance Writing - General Marketing Your Services My Books Self-Publishing & Print On Demand creating e-books creating e-pubs e-books Kindle books sales of e-booksFind out what Paul Lima has experienced.
SpeakerSue Says...
JUNE 24, 2014
If you haven’t had sales training this year, jump ship. After all, according to 2012 research from Aberdeen Group, “ 82% of best-in-class companies require sales training as compared with only 68% of laggard companies.”
Manner of Speaking
SEPTEMBER 7, 2012
“When you make a sales pitch, you are not there to close a deal; you are there to open a relationship.” ” That one sentence captures the essence of a great book on sales: Sales Pitches that Snap, Crackle ‘n Pop by Jack Vincent.
SpeakerSue Says...
JULY 3, 2014
Email Etiquette & Productivity Communication Skills email etiquette how to say it to sell it sales skills Selling Skills SpeakerSue When I landed in New Zealand yesterday on my way to Sydney, I phoned home to say “Kia Ora” to my husband.
SpeakerSue Says...
JUNE 9, 2014
sales people held all the power. That not being true for 2 decades now, how do sales people contribute to the buying process, beyond providing answers that they still try to keep secret until asked (is space available? Sales people contribute more than they ever have and here is why: 1. Excellent sales people collaborate with their buyers to create customized solutions that ensure the buyer’s success. Excellent sales people make buying effortless and risk-free.
The Presenter's Blog
JULY 7, 2012
The fields of social media, sales, and public speaking, can all benefit when they work together. Sales meanwhile, are never afraid to ask for the business. They also understand that for every customer journey, there must be an end-point; the sale.
DeFinis Communications
JUNE 5, 2015
Last week I received a call from a sales manager whose team we worked with last year. While this is certainly frustrating for the sales manager, it is understandable. So implement these 5 strategies today and watch your sales team’s presentation skills (and closing ratios) soar.
PowerPoint Tips
JUNE 7, 2010
Do you gives sales presentations? Here are some of my thoughts about what makes a successful sales presentation: You have a solution that the potential customer needs. Perhaps you travel to prospective clients ‘ offices and pitch a product or service.
Presentation Guru
MAY 10, 2017
Heroes and villains don’t just exist in fairy tales for children. In our everyday life we are surrounded by them. A business presenter’s job is to identify these heroes and villains, and help his audience to overcome any obstacles in order to reach the brave new world.…
The Presenter's Blog
AUGUST 8, 2013
Analogy is to a sales presentation what 3D surround sound is to a movie. This is the final point about analogies in sales presentations. Sales Presentation analogical reasoning analogy description parallel Persuasion presenting sales by Peter Watts.
DeFinis Communications
JUNE 6, 2014
Last week I received a call from a sales manager whose team we worked with last year. While this is certainly frustrating for the sales manager, it is understandable. So implement these 5 strategies today and watch your sales team’s presentation skills (and closing ratios) soar.
DeFinis Communications
AUGUST 17, 2011
Today’s offering features top bloggers in their fields who offer timely and thought-provoking tips on every aspect of sales coaching. Whether you’re a sales manager or a salesperson, the information presented by the expert bloggers in our Blog Carnival will broaden your understanding of this important topic. The Secret to Sales Productivity: Customer Data. The most productive sales people are those with the most current, accurate customer data.
Speak Schmeak
JULY 20, 2011
So I'm having a special moving sale through August 4 to raise funds for my move! Specials and SalesI'm moving. It's pretty momentous. Hubby and I have been living in the same place for 19 years. It's been a sweet home for us and our kitties, but we've grown out of it.
SpeakerSue Says...
MAY 2, 2014
Sales person to prospect*: Do you have a few minutes? Reservation Sales person to phone in caller*: How many people in your party? Reservation Sales person to phone in caller: You mentioned that you’re looking for a room for your husband and yourself for his birthday.
SpeakerSue Says...
DECEMBER 3, 2014
It is to say that the concept of Emotional Authenticity is and has been the key to Sales Success and Life Success for all time. The insights we bring to our buyers and the emotionally satisfying – genuine through and through (caring more about their success than even making the sale!) – make more of a difference today than a bell or whistle or three.
Communication Steroids
FEBRUARY 14, 2011
Improve your communication skills in a sales setting. Tim ‘Gonzo’ Gordon and Roger Pike discuss the benefits of good sales communication skills – and help show you how to develop those skills.
DeFinis Communications
MARCH 24, 2010
Over the last few weeks I’ve been engaged in discussions with a number of talented and experienced sales professionals. Our conversations have focused on various aspects of the sales process including: establishing credibility, understanding customer needs, reviewing various options and recommending a solution. No matter where you are in the sales process, strong communication skills including exceptional presentation skills are critical for success. The Sales Presentation.
Beyond Bullet Points
AUGUST 17, 2015
Some of the most common mistakes that sales teams make when they pitch are: Doing the same thing they’ve always done, because it worked in the past. Are you willing to throw out your current corporate sales pitch, if it means the possibility of winning more business?
Executive Speech Coach
OCTOBER 15, 2013
Guest Post by Kelley Robertson During the last 17-plus years I have been part of, or watched, hundreds of sales presentations. More recently, I viewed a series of sales demonstrations and all but one of the four sales team opened their presentation the same way. Here are three openers you need to avoid using when starting a sales presentation. The vast majority of sales presentations I have seen open with the seller talking about their company.
SpeakerSue Says...
NOVEMBER 30, 2011
Jeffrey Gitomer is one of the most brilliant sales people I know. ” Time and again he reminds sales pros to focus on the professional part of their title instead of on the selling part (actually, I just made them up and I really, really like it). Jeffrey loves a certain type of cookie and was wowed when the cookie company (finally) realized what a great advocate he could be, and sent a brilliant sales professional to Gitomer’s office loaded with his favorite cookies.
Executive Speech Coach
FEBRUARY 8, 2012
If you are in sales, you might occasionally wonder if your marketing people are really working in your (and the company’s) best interest. Sales Well that looks simple. Often, your marketing department prepares or hires a marketing agency to prepare the standard sales PowerPoint presentation. Why is this sales person wasting my time? If the sales person blindly follows the marketing PowerPoint presentation, often the deal will fail.
PowerPoint Tips
JUNE 14, 2011
Eric is a sales expert. He has great ideas that can help you make more sales. Because I am getting so much value from Eric’s sales coaching program, I have invited him to speak at a webinar. Eric will share some of his best sales-increasing ideas. Eric Lofholm.
SpeakerSue Says...
APRIL 29, 2012
From a sales perspective, this is both good and better. Selling Skills Communication Skills how to say it to sell it sales skills SpeakerSueIs a connection a conversation or a fantasy? Always-on/always-on-you devices provide three powerful fantasies: that we will always be heard; that we can put our attention wherever we want it to be; and that we never have to be alone.
Six-Figure Freelancer Blog
DECEMBER 27, 2011
I'm holding a Boxing Week book sale. My Books 2-for-one book sale boxing day book saleBuy any book or report from www.paullima.com/books/, and get another PDF or Kindle book free. But you have to buy your book by Jan. 1, 2012.
Great Public Speaking
APRIL 11, 2012
Humor can help you get the sales presentation in the first place. It will also help you stay upbeat in the face of rejection, overcome inevitable problems that arise during a presentation, break down sales resistance, and create loyal customers who will buy again. Humor is just the tip of the iceberg for getting big sales.
SpeakerSue Says...
JUNE 26, 2014
Communication Skills Email Etiquette & Productivity Selling Skills email as a sales tool email etiquette Hospitality Sales how to say it to sell it Power Sales Writing sales mastery sales training
SpeakerSue Says...
APRIL 24, 2013
When the phone rang, I knew the person on the other end wasn’t a professional sales person as soon as he said, “Hi this is name with company, how are you doing today?” wanting to make a sale rather than build a relationship.
SpeakerSue Says...
MAY 5, 2014
Email Etiquette & Productivity Selling Skills email as a sales tool email etiquette and productivity Power Sales Writing sales mastery sales training SpeakerSue Email is the default communication in most offices today. Yet, poorly written emails • waste time. •
Succeed Speaking
OCTOBER 24, 2011
Register below for a 29-minute sales training — FREE, just for speakers — this Friday, October 28, at 1pm Eastern! If you’re not getting the results you want from your sales and prospecting efforts, register now: Yes, please! NOTE #1: There is nothing for sale on this call.
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