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Archive for ‘Sales Presentations’

Stories Connect. Big Time.

By Tom Nixon

Melissa was running through her upcoming slide presentation with me. She loaded up her PowerPoint deck with all the facts and figures she could find that would make her pitch irresistible. There was an almost endless march of slides with numbers, features and benefits.

I had to stop her and ask, “Why not tell your listeners a story? Or use a testimonial or a case-study?”

“Think of a success story that involves you and a client. Maybe you can get a quote from them or, better yet, a quote …

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The 5 C’s of Storytelling: A Follow-up

by Bob Goodyear

I just came back from a sales conference where I had the opportunity to train technical sales teams on various soft skills.  One of the techniques that was taught was the 5 C’s of storytelling, that I’ve written about previously.  After the sessions were over, I had several attendees talk to me.  The most common question I heard was “When do I tell a story in a technical presentation?”

The “traditional” technical sales presentation is considered to be a “data dump” and the expectations are generally very low …

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Information vs. Presentation Decks

 

by Bob Goodyear

Several years ago, I was asked to do a technical sales presentation for a Fortune 100 company that could lead to a very large software contract.  All of the technical decision makers for the company would be in the audience as well as the CIO.  This was a very important meeting for the sales team and I was being asked to come in as an expert to close the technical end of the sale.

As I prepared for the event, the lead sales executive …

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A Quick Fade

by Tom Nixon

Animation in PowerPoint or Keynote is a very slippery slope. It seems that the average user cannot resist the urge to fly in text or spin transitions from one slide to the next. Additionally, they must feel that once is certainly not enough — the stunning effect has to be repeated dozens, if not hundreds of times.

The average audience member doesn’t quite see it that way. The zooming and flying quickly becomes amateurish and nauseating for your viewers. I generally coach anyone but an experienced …

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Don’t Squish Their Heads

by Tom Nixon

I don’t know if this bothers anyone else — maybe it is just me and my graphic design touchiness. But it makes me crazy when I see distorted images — photos of people and objects (like a basketball) that have been stretched or crushed to make them fit a space. It can be seen all the time in slide decks designed by folks who should know better.

The human eye and brain are very aware of even the slightest of these amateur short cuts and that is …

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The 10 Most Popular Speaking Practically Blog Posts of 2015

by Kelly Vandever

As the year draws to a close, it’s time once again to recap the top 10 most visited blog posts of the year.

As you reflect over the last year and begin planning for 2016, we hope you’ll find these topics and thoughts helpful.

Thanks for a great 2015!

Kelly

 
 #1 – What If I Don’t Like the Default Size 16:9 in PowerPoint 2013?

Currently, when opening a new slide …

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Anchor Your Presentation

by Bob Goodyear

Have you ever sat in on a presentation or speech and couldn’t remember the points the speaker was making just 10 minutes after it was done? Maybe you remember that you felt good about what was being said but you just couldn’t talk about specifics to anyone afterwards. That is incredibly frustrating to me as an audience member. It’s even MORE frustrating, however, to me as the speaker because that tells me that I didn’t do a good job making my points memorable.

How can we …

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Your message should be heard and seen

by Tom Nixon

There is a magical, left-brain/right-brain effect that using words plus images can have on your communication efforts. The words and logic appeal to our need to have the facts and to reason our decisions. At the same time images can build passion, emotion and feelings.

Effective salespeople know the value of appealing to emotions while at the same time helping their clients justify their decisions with logic. That is why you must sit in a new car in the showroom (and …

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A Little Bit of Luck – Make Your Stories REAL

by Kelly Vandever

Imagine you’re traveling in a mobile home with your family.  And it breaks down.  It cost $750 to tow the mobile home.  What do you do?

It’s your only form of transportation for you and your family and it contains everything you have with you.  What do you do?

This really happened to a customer of Nationwide insurance.  The customer called Nationwide and said “Help!”
Why Nationwide Is Telling the Story
Nationwide uses a Microsoft tool called Yammer.  It’s an internal collaboration …

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Freemium Model of Speaking – Add Value Before They Pay!

by Kelly Vandever

The speaker told a great personal story that immediately endured her to her audience.   She was vulnerable.  Her journey immediately connected her to her audience-they were going through the same thing she was and they could identify with her in a big way.  Her audience was open and receptive.

Then she asked the audience to buy her product.

Sure they liked her.  But that wasn’t a compelling enough reason to buy from her.  What could she have done …

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