Tag Archives: opening

Tom Hanks, Credibility and Sales


Tom Hanks and Sales Credibility

Describe a film as a “Tom Hanks movie” and everyone knows what to expect:  A highly likable, regular guy who gets caught in extraordinary circumstances but rises to the top due to his true good character. It’s this credibility that has landed Tom Hanks at the top of the list of “Most Trustworthy People in America,” according to Readers Digest and Forbes. The credibility of the Tom Hanks brand translates to big bucks for the actor and the projects he’s associated with.  Sales credibility and the power of your brand translates into dollars for you and your organization as well.  So it’s good to do a gut check and ask: “How is my sales credibility?” Credibility is incredibly important and difficult to quickly gain in sales. When trust is low, as it is at the beginning of most salesperson-buyer relationships, your every statement is subject to scrutiny and skepticism. So Read More

Bad Presentation Advice…and What to do Instead (Part 1)


bad presentation advice

Part of what I do as a presentation coach often involves helping salespeople unlearn bad presentation advice they’ve adopted over the years.  Some of this advice is simply dated, handed down from a time when prospects relied on salespeople to provide them with all their information, or when attention spans were greater than that of a goldfish.  Some of it is advice rooted in good intentions but morphed over the years into more of an “old wives tale” than good advice. Bad advice is not only ineffective, but it can do real damage to a presenter’s credibility and cause audience tune out. Both of which can lower your chances of success.  I’ve compiled a list of  the top offenders I still hear being bandied about in sales and provide some alternatives for what to do instead. Bad Presentation Advice …and What to do Instead “Never turn your back on your Read More

Gain Instant Credibility in Your Presentation or Demo with the Movie Critic Principle


Using the Movie Critic Principle

Thousands of movie-goers rely on reviews from people they’ve never met to guide them before shelling out hard cash for a movie. We are willing to trust the opinion of a disinterested third-party, whether it’s a website like Flixter or Rotten Tomatoes, or a newspaper or magazine, because they, like us, have no personal stake in the film’s success.  Contrast that to the trust factor we have for someone associated with the movie, like the star or the director.  Their claims that it’s a “must see” or “5 Stars” are usually greeted with a healthy dose of skepticism. This Movie Critic Principle can be applied to give you an immediate shot of credibility when it matters most:  at the critical start of your presentation or demo. By using a third party to introduce you, you can set audience expectations, create anticipation and boost credibility.  Three things that are much more difficult Read More

Contact


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