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I know you are going to think I am weird when I say this, but your presentation is NOT about your product! It’s about your client, silly!
The trick to giving a rock solid presentation is not to memorize every feature and benefit of your product and puke them up on your [...]

Good presentations can be extremely effective when trying to “turn” a prospective customer. While there is usually too much emphasis that is put on this part of the sale (i.e. “the close”), it is not doubt an important part of the sales process in most cases.
When giving presentations, salespeople often spend too much time [...]

I really enjoyed Skip’s article on presentations last week and how skills that stage actors use can potentially help sales people present in a better way. One of the greatest assets a skilled actor and indeed a skilled sales person has to have is the ability to hold interest. Interest is a key ingredient in [...]

I am watching American Idol and I am bored.  Now it is Simon’s turn to critique another generic singer.
He says, “The problem is that you are completely forgettable.”
Exactly.  Although there are thirty-six finalists, maybe three of them are memorable.  This is bad news for the other thirty-three.
Here is the deal – when you gain the stage you [...]

As Colin Wilson pointed out in Presentations – The Secret Ingredient, in one sense sales presentations are all about you: the client gets to see you in action and to build trust in you and your team.
But just as importantly, sales presentations are all about them. The way you build trust is to focus on [...]

The challenge with talking about sales presentations is that it immediately invokes an image of a one way conversation. The only thing that can be worse is if it included a PowerPoint presentation read by the presenter. To me selling and presenting are two different things that only on occasion and under specific circumstances go [...]

Now, I’m no Anthony Hopkins, but training in acting and theater has definitely enhanced my sales career. With one foot in the world of theater and the other in the realm of business, here are a dozen suggestions to help you perform effective sales presentations.

This new topic is presentations, which are not to be confused with pitching ideas. There are many things to look at when presenting and I am not going to cover them all, but I will cover what I believe to be the most important part of the presentation… you!
It’s all about you.
Presentations are an opportunity [...]