Category Archives: Conversational Presentations

Think like a director: The secret to managing a conversational presentation


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A conversational presentation is a non-linear style of presenting in which you can move about in a more fluid way responding to prospect’s interests.  It’s a big – and often welcome – change from the old days of a sales person’s orderly and scripted descent through a slide deck. When done well, giving the customer a greater role in the presentation can create a more engaging, memorable event tailored to their interests.  So why do we need to think about managing the conversational presentation?  Because often the pendulum swings too far.  Giving the customer total control without exerting proper guidance leads to all kinds of problems:  The conversation veers off track leaving prospects confused.  You jump from topic to topic and never make a strong, cohesive point.  You run out of time and don’t accomplish what you set out to, which doesn’t benefit you or your prospect.  What’s the answer? Read More

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Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment