Are you nailing both of your presentation messages? Presentations always have two messages. One is the true message of the presentation. It’s been called the core, big or main message or the key takeaway, “what I really want you to understand is”. The second “subliminal” …
Read MoreThe words matter
Many companies are trying to move into a less transactional sales environment. The latest fad where everyone calls themselves “solution providers” is part of that. We know that being transactional can take down you the commoditization road. Companies are trying to avoid the situation where …
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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