• Sep 27
    2012
    At some point, every sales professional will spend time in a trade show booth. Trade shows can be a lot of fun, and you'll have the opportunity meet many interesting people. Your feet will also hurt, and you'll come away with a lot of business cards and leads to sort through. Here are some tips to make your trade show appearances more successful. Ask each person who gives you a ...
  • Sep 26
    2012
    "Roughly speaking, any man with energy and enthusiasm ought to be able to bring at least a dozen others round to his opinion in the course of a year no matter how absurd that opinion might be." Aleister Crowley, British Occultist (1929) While Crowley was one of the more controversial figures of the early 20th century, his point is an excellent one: a speaker's energy and enthusiasm captivate an audience ...
  • Sep 24
    2012
    We live in a multimedia-driven society. One has only to look at the steady decline of newspaper readership next to the rise of CNN, Google and YouTube to know this for a fact. As a society, we get our information in sound bites and video feeds. Gone are the days when all it took was a firm leadership style to become a successful politician. Today’s candidates must possess the ability ...
  • Sep 20
    2012
    Whether you're just starting out, or expanding your business, every sales professional has inherited clients from another rep at their company. On the surface, it seems great. Existing accounts are like found money. So why will over 50% of these people go somewhere else in the next year? 5 ways sales people can increase the odds of keeping and growing these customers are: Create a transition from the previous rep ...
  • Sep 19
    2012
    Using visuals on conference calls or web-meetings may cause confusion with your audience. Frequently, presenters jump ahead, causing audience frustration and uncomfortable stoppages. Exercise patience and use delays and pauses to your advantage. Whether reviewing a document during a conference call, or using a PowerPoint presentation in a web- meeting, the challenge is to keep people on the same page. One great way to do that is to plan your ...
  • Sep 17
    2012
    Have you ever watched a film that ended abruptly, and thought “Huh? That’s it? That’s the end? What happened? ” It can be kind of an unexpected slap on the face. Effective moviemaking? Perhaps. But in a presentation, you want to take advantage of your close so that your audience remembers what you just said. This means that you don’t just tack on a slide that says “thank you” and ...
  • Sep 13
    2012
    Sales professionals love to use brochures and handouts to help position the benefits of their products. Fair enough - but what if your customers don't understand why those benefits are of value? It may seem obvious to us how those benefits will work for your customer, but you can make them clear and show you're listening at the same time. How can you improve some common vague benefit statements? Thousands ...
  • Sep 12
    2012
    When we speak in front of an audience, the first minute is the most important in terms of making your presentation a success. That’s not much time, considering you may be speaking for 30 minutes or more. There’s much to accomplish in that first minute: you must capture their attention, establish credibility, introduce your topic and inspire them to listen. How do you do this, assuming that pulling a rabbit ...