The Truth About Sales Presenting

Far too often a generic sales presentation is the be-all and end-all for a busy sales team. A single presentation is supposed to work in any situation for any audience. But, let’s face it… does this really work?

How can one sales presentation do the heavy lifting for every situation and every customer? It must work for a creative, equally to a numbers focused decision maker. It must work in 5 minutes and in an hour time slot. It must be highly effective despite variances in presenter style.

That’s a highly demanding standard. One presentation must be the ultimate solution to do it all. Attract. Interest. Engage. Customize. Overcome Objections. Close. In many organizations, legal approval and the slow wheels of corporate decision-making make it next to impossible to change a single word.

While this is a common practice in sales, it doesn’t make much sense. Showing the same thing to everyone at every stage of their interest is foolish. It’s a recipe for disaster.

After all, would you propose marriage to someone you just met? Would you write a formal request to have dinner with your sweetheart? Not likely. Different forms of communication are suited to different situations.

If you are locked in to a formal script and not able to add, change or delete-use these quick tips to add some individuality to your delivery.

1. Arrive Early
Meet and greet participants before you start. Share ideas in informal conversation-even if you must be extremely formal in your on-stage delivery.

2. Get Introduced
Ask your host or hostess to provide an introduction. Give them a personal story or insight to add personality and human touch. Help people understand who you are. You’re more than the person up in front. Get help from the person who is introducing you to set the stage.

3. Draw A Sketch
Whiteboard a key idea, before you start. Use this to connect with your audience and relate human-to-human.

Oops. Can’t draw? Don’t worry. Your sketch does not need to be beautiful in order to work. But if you have to explain endlessly, learn the fundamentals of selling ideas at a whiteboard.

4. Get Your Audience Involved
Ask your audience to draw the same sketch. Encourage people to get into the action-and get engaged in your topic. Don’t worry. The sketch does not need to be perfect or beautiful. Just doing something on the spot and involving participants helps build a connection.

5. Invite Questions During Your Talk
While your script may be set in stone, responding to questions occurs ad hoc. Create a lively interaction during your talk. If you are not comfortable with this flowing environment, make time for questions after you’ve finished the scripted portion of your message.

6. Show and Tell
Provide evidence. Show people what you are talking about. If you must use slides, make sure that you are using the fewest number of slides possible. Get expert advice from an executive coach to amplify your story with visuals and props. If possible, bring in props, photographs and solid items to demonstrate what you’re describing.

7. Smile
Even in the most formal environment, you can smile. Your smile lets participants know that you’re alive and kicking.

8. Stay Late
Stay after the presentation time is over. Be available for questions from anyone. Don’t only talk to the decision maker and ignore other people. By staying attentive and open to all participants, you show care and integrity.

9. Question Authority
If you’ve done all these steps, you have a certain feeling in your gut. You know that you did your best…but you also know that a formal generic script is not serving your goals.

That’s why it’s useful to look for avenues to question the practice of one-size fits all. Find out why this is the case-and where they may be wiggle-room. Who knows what you’ll find out!

Just curious. Do you think your presentation skills will get you the results you deserve?

Debt Negotiations Programs – Why Creditors Are Making More Debt Settlement Deals? Part 2

There is no doubt that the debt negotiation programs are can be considered as blessings for credit card debtors because they are enabling them to come out form the deep pools of unsecured debts. Debt negotiation programs are giving new hopes to the debtors and now they can not only get rid of their massive unsecured debts but they can also bring stability in their disturbed life in a very short span of time. Debtors must understand and comprehend some favorable factors due to which not only the federal government is ready to help debtors but also credit card companies i.e. creditors are ready to make more debt settlement deals. It is very important to understand because once you grab such weaknesses of creditors, you can better negotiate your massive debts as their weaknesses become your strengths.

Through the debt negotiation programs you can not only exploit the debt relief programs but also the weaknesses of your creditors. You must know that your creditors are passing through the most difficult time as they are facing fierce threats of foreclosures due to debtors’ inabilities of debt repayments. They are experiencing the bitterest days of their existence and they don’t want to become default. They are ready to negotiate massive debts with their consumers because through this they can at least recover some amount of their money. Debt negotiation programs are making an environment of negotiation in which both debtors and creditors can negotiate massive unsecured liabilities and can reach at mutually agreed conclusions which will surely be in favor of credit card debtors.

You must force your creditors for maximum debt elimination and if they refuse to do so then you must use your bankruptcy threats as they don’t want to lose their money that’s why they certainly agree with you for massive reduction in your liabilities. If you face difficultly in negotiating with your creditors effectively then you may seek assistance of the debt settlement companies. These companies are expert in dealing the negotiation matters and they always bring positive results for their clients that’s why their reputation in escalating by each passing day.

To Be Present, Patient and Persistent – How Horses Can Teach You How to Be a Great Leader

“The horse is a mirror of the handler”, he told me. That got me thinking. If my horse should be a mirror of me, then it should be nice. However, I did not like what I saw. She was dominant, lazy, aggressive, and ignorant and she was eating too much. Well, I was not eating too much, but I was not teachable and in my life, it was either my way or the highway. I am a leader of a great organization in a very big company, I am used to be somewhat dominant, and setting the standpoints on which other people should follow. However, sometimes I experienced that the people I was working with did not like the way I was teaching. I was telling people what to do and not thinking of what could be their motivation or thinking about their point of view.

I found that the young man who taught me about my horse’s behavior also has an educational center where he teaches people the natural principles of love, language and leadership and understanding the horse’s point of view, so you can better help the horse to understand what it is that you want. “Imagine what that approach could do in Humans-Ville!” I started training with this person and soon I found that I was the one who needed to change, not my horse. He was right the horse is truly a mirror of me and how I feel and act inside.

First, I had to learn to be teachable and that was not easy. I had to learn to be humble in order to put the horse first instead of my wants. The horse showed me all my weaknesses and my strengths. Then I had to learn to be Present. If I was not present, I could get hurt and I did. Too many people live in their pasts or in their future. Nevertheless, the real key to happiness and living a fulfilling life lies in the present and the horses truly taught me that. The time is flying and we have a great time once we are present and enjoying ourselves. One way I learned to be present, was that every time I had a negative thought, I should recognize my thought and then focus on what sounds I could hear, the colors around me, the chair I was sitting on or focus on my horse if I was with her. Staying in the present moment is one of the best ways to change your future. It helps you create more of what you really enjoy and isn’t that what life is all about? Having fun and enjoying ourselves?

Another thing, the horses taught me, was to be patient. Again, in my professional life, I usually had only a little patience with people who did not do what they said they would do or they did not understand what I wanted the first time I explained something. So, the way I learned to have patience was that I had to give the horse time to understand what I wanted it to do. Then I had to give the horse time and responsibility to figure out how to do it. That REALLY takes a lot of patience, but it truly pays off in everything else you do. Today I use the same technique when raising my children. I give them a “job” and the responsibility to do that “job” and then they need the time to figure it out for themselves. It gives them more motivation and it gives them a better self-esteem and self-worth. And I noticed that by doing that both my horse and my children started to offer more and they even began taking more responsibility.

But it does take some time. Especially in the beginning so as a side effect I had to learn the power of persistence. The horses are very good teachers when it comes to that subject. They are true masters in this field and they can out-persist you any day if you are not aware. They are dependent on this ability in order to survive in nature. Imagine a Zebra who does not persist on a lion. Before I learned to be persistent, I gave up even before giving my horse the chance so then I began micromanaging the horse and not trusting that the horse would figure it out. That was really a mirror of me. I was the type of person, which gave people assignments and then said that it was a lot easier and faster if I did it myself. So I did not really trust that they would do it well enough or fast enough. Try to imagine what persistence will do to your life. What if you persisted just a little bit longer on that goal? What if you persisted just a little bit longer on getting the relationship right? What if you did not give up on other people or yourself and persisted just a little bit longer? Imagine what positive changes could occur in your life.

I found the same with goal setting. I learned to set goals, to focus on my goal but to stay and enjoy the present moment. Before, I sat a goal, and if I didn’t get it within a short period of time I got impatient and I was not giving it enough time to unfold. What happened was that I only got a few of my short term goals manifested. With the long term goals, I am still working on my patience, being persistent and staying in the present moment.

These are very profound qualities that good leaders also have. And my horses are now teaching me to be a great leader with both horses and humans. So if you have a horse you have one of the greatest teachers close to you.