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 …
Read MoreThe 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 …
Read MoreHow 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 …
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