When transforming your house into a dream home, talk to three architects. When getting heart surgery to transform the quality of your life, talk to three surgeons. And to transform your sales presentations, talk to three consultants. I have three… Read More »Sales Training: The Five Don’ts of Sales Presenting
Cicero, the great Roman statesman and orator, said that he preferred tongue-tied intelligence to ignorant loquacity. That’s a convenient polarity, and one we’re familiar with. We see the former occasionally when college professors make an appearance on national TV. They… Read More »Effective Presentation Skills: Substance with Style
Michael Blechar is a smart and thoughtful guy (and a very good writer.) Years ago he told me about a good way to organize a sales presentation. Recently, we were swapping emails about one of my Presentation Pointers (the one… Read More »A Recipe for Sales Presentations
I believe one of the best models for presenting skills is the act of giving directions to someone who has stopped her car, leaned out the window, and said, “How do I get to Bloomfield Avenue?” If you’re standing in front of your house, and you… Read More »Presentation Skills: Doing it in the road
A friend of mine, who is a very successful consultant, told me that she has lost her confidence as a speaker. For twenty years she has been speaking to large groups of clients and potential clients with success. Now she feels very unsure of… Read More »Speaking Anxiety: A Loss of Confidence
Um and His Cousin Er I hate speech coaches who don’t let you say “Um!” I listen to a lot of speakers, and a few “Uhms” don’t bother me. They make the speaker seem normal and conversational. On the other… Read More »Speech Training: Speech Disfluencies