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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Presentin’ in the Rain…

One of the lessons we presenters can take away from the performing arts is about preparation. I have the amazing opportunity to work with a classical music home concert series (www.InnerSpaceConcerts.ca ). One of the things you notice being around professional musicians is their commitment to preparation. I say they are in a state of perpetual preparation. I think this is true for any of the performing arts. While our presentations aren’t performances, a focus on preparation is one of the lessons we can take away from performers. I am not exactly sure why, but I am a fan of musical theatre. So when I come across one of the… 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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