Tag Archives: warm up

5 Proven Acting Tips for More Confident Presentations


Confident presentations

“Show confidence!” This was one of the least helpful pieces of advice I received before delivering my first sales presentation.  Not only did it lack practical tactics or steps, I didn’t want to just appear confident.  I wanted to feel confident. Confidence is vital in sales. Prospects want to feel like they are making the best possible decision and placing their business and trust with a credible partner. A lack of confidence on the part of a presenter can quickly call that trust into question and give prospects reason to choose another vendor, especially when all things are equal. I learned more about delivering confident presentations from my training as an actor than from any sales training I’d received. The acting tips below are tactical and proven to work in a craft that knows what it takes to appear – and ultimately feel – confident in front of an audience Read More

The 2 Secret Sales Weapons You Already Have (and aren’t using!)


Secret weapons

Question:  Two actors are auditioning for one role.  Both are equally qualified and both read from the same script. Yet only one actor wins the role while the other goes home empty handed. Why? Answer:  You may have answered something like:  “the winning actor brought personality to the role, he had charisma, he made the audience feel the lines.”  But whatever your answer was, I bet it didn’t have anything to do with the words he used! This is not unlike what happens in a sales presentation or demo. Many vendor presentations use the same words and even scripts as their competitors.  Things get blurry for our customers — especially as differences between products and services get smaller and buying cycles lengthen.  So while a well-crafted message is a critical component of your presentation, don’t rely on your content to do all the heavy lifting by overlooking the tools right Read More

Leveraging the 93% advantage in your sales presentation


Studio auditions - people waiting for an audition

A well-crafted message is a critical component of your sales presentation, conversation, or demo, but in today’s competitive landscape, you can’t rely on your content to do all the heavy lifting. Consider this… Two actors are auditioning for the same part. Each actor fits the description sent out by the casting director and they audition reading from the exact same script. Why does one actor get the part while the other goes back to checking audition notices?  It obviously isn’t because of the words since they are exactly the same. The winning actor brings meaning and emotion to the words. She makes it easy for the director to see her in the role. She’s using her instrument – her voice, body, and mind – to bring the script to life, capture the audience’s attention, and convince them she is right for the role. Presenting your solution in a competitive world Read More

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