A third-party endorsement is alchemy of sorts, taking hours of conversation and interaction and condensing it into a couple of sentences. You cannot and must not lie when sharing third-party endorsement client stories, but you can condense a conversation. You can even dramatize an endorsement story as long as it is authentic and emotionally true. […]

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Successful sales conversations are always focused on your potential client’s problem, goal, or challenge – NOT on your product or the service you provide.  Never presume you can meet a prospect’s needs before you have invited them to tell you what their needs actually are. My friend, sales expert and sales coach, Scott Plum shares […]

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Successful sales presentations are always you-focused. For example, let’s take this sample opening – a sales manager pitching an association to host their annual conference at his hotel – and break it down. “In the next eight minutes, you will decide the best choice you can make for your association and your members is to […]

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Our goal in sales presentations is to have our key ideas remembered and repeated. Say, for example, you are pitching a large project, and you represent just one of several bidding companies. Realistically, the prospect is not going to give you a yes or no answer when you are in the meeting, whether you are […]

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If you want to deliver a successful presentation, you will spend a lot more time preparing for your presentation than you will speaking. Even highly experienced speakers must devote time to preparation, including rehearsal. My friend and colleague, Rob Biesenbach names inadequate rehearsal as one of the “11 Deadly Presentation Sins.” In his recent book […]

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Life is a series of sales situations, and the answer is always “no” if you don’t ask.  Even Wayne Gretzky, the legendary hockey player agrees – “You miss 100% of the shots you don’t take.” There are, however, two additional parts of the equation. The first is this: The real sale comes after the sale, […]

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In the first part of this series of story strategies for sales presentations, we walked through the first formula for a good story well told:  Situation, Solution, Success. This second formula will help you learn how to create a story your potential buyers can relate to. Whenever you are telling a story to a prospect, […]

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Even the most hardened prospect can’t resist a good story – when it is well told. The reason you must tell stories is because your prospects will not remember everything you say; they will, however, remember what they see in their minds and feel in their hearts while they listen to you share a story […]

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You have a competitive edge when your sales presentations are more powerfully persuasive in your than your competition’s. Are you losing sales you feel you deserve to make? Would it be helpful if your prospect remembered what you said? Would it be beneficial if three weeks later, your prospect could repeat your key ideas? Would […]

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