If you’re selling an idea, a product or service, your success is going to depend on your swing. Tiger Woods was 3 shots behind Vijay Singh at the 2006 Deutsche Bank golf tournament. The night before the final round he called his coach for some …
Read MoreThe 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 …
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 …
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