Robert Downey Jr.s’ got it. So does Emma Stone. Orlando Bloom? Not so much. What is “it?” Presence. If you’re alive and taking up space, you have presence, too. It’s simply a matter of degree. Do you have enough presence to command the attention of one, two or twenty people? For how long? Ten seconds? Twenty minutes? Two hours? Presence is not just an important quality for actors. It is a critical component in sales where your success depends on engaging and motivating others. So can sales be developed? It’s helpful to know what presence is. Here’s a definition: The state or fact of being present (don’t you love it when the dictionary defines a word with the root of the word itself?) An impressive quality, personal appearance or bearing An invisible spirit felt to be nearby When the dictionary struggles to pin it down, you know it’s hard to Read More
Long buying cycles and increasingly complex sales mean most of today’s presentation or demonstration ends don’t end in a signed contract. But they do ensure the sales process moves forward – IF – the buyer can remember them!
In this audio you’ll learn how to make sure that your message is remembered after you walk out the door – and not confused with that of your competition? You need to make your presentation sticky.
As they say in live theater, “the show must go on.” The same holds true for your presentation. Whether the customer throws you a curve ball, you’ve forgotten your slide deck, or can’t access your demo environment, you must carry on. Things change and mistakes happen. Technology and humans are both fallible. The important thing to remember is to remain calm. Not only will keeping your composure help you manage the situation, but it will help your prospect stay calm as well. Keep in mind that your prospect will take his cues from you. If you suddenly look like you’ve just missed the last flight home, your prospect will be understandably alarmed as well. When the unexpected occurs in business, I find many improv techniques to be very helpful, especially the improv rule of Use it, Lose it, or Laugh at to be extremely helpful. The rule quickly narrows down Read More
Like the first scene of a movie, the opening of your presentation should grab your audience’s attention, set the stage – and let them know they are in the right theater! Unfortunately the typical sales presentation opens with a boring company overview that does nothing to distinguish you in a competitive marketplace. Outside the Box presentation openings take into account what’s of most interest to your prospect. And it’s very rarely how long you’ve been in business or how many markets you’re in! It’s likely something much more personal and close to home, like “What do I need to do to drive customers in my door? How am I going to compete with the new guy on the block? Here are 5 Outside the Box presentation openings: Customer success story. Whose experience is more meaningful to a prospect? Yours or that of a peer in their industry facing a similar Read More
No matter how prepared you think you are for your presentation, objections can – and will – come up. Perhaps you missed something in your discovery, the prospect’s circumstances have changed, or new people are involved. While it’s impossible to prepare for every potential objection, the overwhelming majority of objections you will get during your presentation will fall into one of 5 common categories. Preparing for these 5 common objections in your presentation can keep you from being blind-sided and increase your success rate. 5 Common Objections in your presentation Price This common objection comes in a variety of forms: “You’re too expensive,” “We don’t have room in the budget,” or “Your competitor is cheaper.” Regardless of the packaging, this objection appears on the surface to be all about price. And if you’re competing on price, you have made yourself a commodity. The antidote to competing on price is establishing Read More
Have you ever sat through a good movie, only to leave disappointed or confused by a bad ending? Like a movie, a presentation can build up a lot of good will, only to tear it all down in those final few moments. Some endings seem to go on forever, Lord of the Rings style, or leave your audience with more questions than they started with (No Country for Old Men or Inception anyone?) Whether they’re poorly constructed or executed, bad presentation endings leave a bad taste in the mouths of prospects and can undo all your hard work. Luckily, bad presentation endings – like bad movies – can be avoided. 4 Bad Presentations Endings Here are four bad presentation endings – movie style – I see presenters making and how to make sure they don’t happen to you. Note, movie SPOILERS ahead! 1. The Never-ending Ending Example: Lord of the Read More
I just sat through another deathly serious – and seriously boring – demo. When I suggested some ways to make the demo more engaging for his audience, the salesperson bristled and replied, “I don’t believe in demotainment.” Demotainment, which Urban Dictionary defines as (duh) “the demonstration of a thing in an entertaining way,” has gotten a bad rap in the past. Sure, some overzealous presenters have done everything but tap dance through their demo in an effort to stand out, or worse, mask their product’s deficiencies. But the concept of demonstrating in an entertaining way shouldn’t be scratched entirely. In fact, in a time where competition is fierce and capturing a prospect’s attention is more challenging than ever, entertainment can be a very effective tool. After all, consider what entertainment means: Entertainment, def: “To hold the attention of” Buyers are not the deadly serious lot some may imagine. They are Read More
Holy Hollywood Batman! We lost another film icon this week – the first Batman, Adam West. It got me thinking about the lasting power of the movies. Even today, busy executives who can’t sit still for a ten minute meeting will carve out the time to watch a two-hour plus movie. Movies have honed the secret to engaging audiences from years of practice and experimentation. While your presentation doesn’t have to be worthy of an Oscar nod, it pays to leverage techniques and tips from the movies for engaging buyers and standing out from the competition. 3 Sales Tips from the Movies for Engaging Buyers in your Presentation: 1. Cut to the chase Movies don’t start with the director giving his resume or telling the audience what they’re going to be seeing, or why he made the movie. No! Movies are much more likely to start with a car chase, Read More
A growing number of sales teams have put away brochures or laptops on sales calls in favor of iPads or tablets. And with good reason. Used properly, mobile devices allow salespeople to be more responsive to customer’s interests, access information in real time, and encourage greater interaction. Unfortunately, there is very little information available to salespeople on how to incorporate their iPad or tablet on a sales call effectively. Salespeople are often unaware that they are making mistakes that distract or confuse customers, and can even cost them the sale. One of the most common mistakes I see sales people making when using their iPads or tablets has to do with managing the customer’s attention. Many salespeople make excellent points that unfortunately, are falling on deaf ears. Here’s why: The eyes have it It’s estimated that 80% of people are visual learners. That means if you put content in front Read More