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” message is about the person, group or organization presenting. It’s interesting what you can say to an audience without saying it. Dry boring slides filled with lists of bullet points say something. A professional monotone delivery says something. Here’s what you can be saying without really knowing it, “I am (we are) not creative or fun or interesting.” “You are not important enough for us… Read MoreContinue Reading
The 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 your unique features and services are lost in discussions focused on price. But is your strategy to become less transactional being contradicted by the words you use? I worked for a sales organization that used the term “deal” all the time. We were working on “deals”, big deals, small deals, closing deals etc. The word “deal” is very transactional, “I got a good deal at… Read MoreContinue Reading
The 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 it is not true, it doesn’t really apply. It’s pretty rare that a potential customer is in an urgent situation (is in “pain”). I just worked on an emergency equipment replacement project that took a year to conclude. They were not in pain, but they realized they were going to face some big problems in the future if they didn’t replace the piece of equipment… Read MoreContinue Reading