Category: CRAFTING A CLEAR MESSAGE

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 …

I was in Malaysia and Singapore this month to give some mini-workshops on sales presentations. During one of the sessions I asked my audience, who was very engaged, to “Give me one good reason” to buy their product.  Most of the attendees struggled to come up …

    Think about the last presentation you attended; what was the presenter’s point? Designing a presentation around the most important point (the message) greatly increases the chances that the audience will remember it over time. This is why presentation design starts with crafting a …