The medium is the message: your slides vs. your message.

The medium is the message. I have been to more than a few presentations where the presenter’s slides were undermining their message.  Like a presentation about a simple solution to a customer’s problem.  And then using slides that are so full of text, images, charts and graphs that they scream complexity at the audience.  Like a presentation about the advantages of thoughtful design where the slides aren’t thoughtfully designed. Presenting an exciting and new innovation?  Then your slides have to look exciting and new (not just those words on the slides).  Talking about efficiency? The slides need to look efficient.  In fact, the whole presentation needs to be efficient. Your… Read More

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The less than helpful metaphor: The sales doctor and customer patient.

Pain points, a lot of salespeople (and sales training) use this metaphor. The metaphor assumes your potential customer is in pain, has some urgent problem that needs solving. And that you are the “doctor” who can help them.  The problem with this metaphor is that it is not true, it doesn’t really apply. It’s pretty rare that a potential customer is in an urgent situation (is in “pain”).  I just worked on an emergency equipment replacement project that took a year to conclude.  They were not in pain, but they realized they were going to face some big problems in the future if they didn’t replace the piece of equipment… Read More

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How can you be impossible to ignore?

The goal of every presenter is to have their message remembered. In her book, Impossible to Ignore, cognitive neuroscientist Dr. Carmen Simon explores this goal. She reminds us that people can forget 90% of our content within a few day is of our presentation. She describes this as the Point A to Point B Problem. Understanding this problem is especially important if your presentation is trying to influence a decision. Point A is the point where a communication is delivered and Point B is the point in the future where a decision is made. To have a chance at influencing the decision, your key messages need to be remembered at… Read More

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