Of all the sales techniques we put into practice, few work as well as a powerful story. We can all quote statistics and tie them to a prospects needs. We can find their pain points and hammer away at how our products and services meets their needs. We can support our sales presentations with enthusiasm, professionalism, and a slick slide show. While this is all great, and necessary, a good story trumps it all. Why is this…? Read More >>

I recently had the displeasure of having a very popular sales icon’s image shattered before my very eyes. This was no amateur, but a veteran sales professional, widely published author, sought after speaker, and business consultant. I used many of his ideas and techniques, read his books and newsletters, and frequented his website regularly. I was disheartened and demotivated to see such a sales training pro preach how to sell, yet behave completely opposite during a sales presentation. Here’s what happened. Read More >>

Sales presentation skills are often confused with polished sales techniques that highlight the features and benefits of a product. While a polished approach is nice, a simple approach is better. No matter how many features, benefits, statistics, and numbers you present to a client, few will actually stick. There’s an easier way. Read More >>

I often hear sales professionals rattle on about the benefits of their product. They’ll run down a list of what’s great hoping that their building value in the prospect”s mind. When we do this – and I’m including myself – we sound like a boy whistling in the dark trying to make himself feel better. We’ll say things like “Another great feature of the widget is the built-in blender. Or, our widget has recently been voted the best widget in its class.” While these may be great selling points, without engaging the prospect in the context of their pain and your solution/product, your sales presentation won’t work. Read More >>