Two Magical Words

Two magical words that you need in your sales presentation. Every time I do sales presentation coaching, I ask a someone to give me an example. It usually goes like this. They have a good product or service and want to talk about how it works or how great it is. They will say it does this, we provide that, and I will say “for example”. The magical words “for example” should be coming out of your mouth too! Giving your audience a real example is a magical communication tool because an example can: Show proof that the product/service does what you say it does. Connect the audience to the… Read More

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Send me your presentation

Send me your presentation If someone asks me to “send them my presentation” I must apologize for not videoing it. A presentation is a live event, like a play or concert. If I didn’t video record it, I can’t send it to you. The slides (the support visuals) are only a component of the presentation. A presentation is an interesting, focused, memorable experience you create for an audience. The slides (support visuals) are there for amplification, clarification and perhaps some decoration, but they are not the presentation. A presentation is much like a play. The scenery is not the play, the script is not the play, the actors (by themselves)… Read More

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MythBusters… Is a picture is worth a thousand words?

I don’t believe this phrase applies to presentations. Apparently, the phrase originates in the American advertising industry in the early 1900’s. Sorry it’s not from a Chinese or Japanese philosopher. In modern presentations images can serve three functions: amplification, clarification and decoration. You want your pictures to perform one or more of those functions, especially amplification and clarification. What every presenter is shooting for is to have a picture communicate one, or a few important words. Words like success, urgency, hope, concern, safety and enthusiasm to name a very few. One picture can convey an emotion that the average speaker may never convey – never mind how many words they… Read More

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