October 2008
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In a Sales Presentation, Pitch the Hole Not the Drill. |
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Joey Asher
President's
Perspective |
Here’s a sales
presentation fable.
There once
was an associate in a hardware store named Johnny.
The store
began carrying what Johnny considered the best power
drill on the planet. It was the SuperDrill 5000. This
drill was a super-duper hand-held model that came with
dozens of drill bits. The SuperDrill 5000 was so light
anyone could use it. It was powerful, portable, and held
a charge for twice as long as the other drills. And it
was beautiful.
Johnny had
been selling drills for years and yet he still got a
thrill when he looked at the SuperDrill 5000.
One day, Janet
walked into the store and walked straight to the
drills.
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Remember! You are a Part of your Firm's Brand. |
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You might want to check out an interesting new book
called “slide:ology:
The Art and Science of Creating Great Presentations.”
It’s by Nancy Duarte, a designer who played a major role
in helping Al Gore with his presentation “An
Inconvenient Truth.”
She makes the point that companies would spend much more
on improving the quality of their presentations if they
would consider presentations to be a part of their
brand. She writes:
Truth be told, the reason many organizations relegate
slides to the bottom of marketing food chain has to do
with how they approach brand.
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Do You
Want to Win a Sales Presentation?
Look For "How to Win
a Pitch" by Joey Asher. |
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Let's say that you have a chance to
pitch for a huge contract. The only problem is that you're competing
against two highly qualified competitors.
How do you distinguish yourself and win
the job?
For the answer to that question, you should read “How to Win a Pitch: The Five
Fundamentals that Will Distinguish You from the Competition.”
Due out in November,
“How to Win a Pitch” is the third book by
Speechworks President Joey Asher. The book details the amazingly
simple plan that has helped Speechworks clients win billions of
dollars in new business contracts.
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Asking for Small Commitments in a Sales Presentation Can Pay Off
with Big Orders. |
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Call it the small commitment paradox. You’ll make
more sales if you ask for
less at the end of your sales pitches.
That’s right. Asking for
less yields
more, according to a study detailed in
“Yes! 50 Scientifically Proven Ways to Be Persuasive” a new book
by Noah J. Goldstein, Steve J. Martin, and Robert B. Cialdini.
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Survey Details PowerPoint Pet Peeves. |
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Check out this
study of what bothers people the most about PowerPoint.
In the online survey, people were asked to list the top
three things that irked them most when watching a
PowerPoint presentation.
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"Talking Points" Listed as a Top Blog by Alltop. |
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Our blog “Talking Points” is getting recognized in the “blogosphere.”
We have been selected for listing on
Alltop, a web-listing that considers itself a
“digital magazine rack.” It’s a site for top blogs and
websites. We are listed in the “Speaking” category.
To view the blog, click here.
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Tip for Handling Stage Fright From Elvis Presley. |
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“I’ve never gotten over what they call stage–fright. I
go through it every show. I’m pretty concerned, I’m
pretty much thinking about the show. I never get
completely comfortable with it, and I don’t let the
people around me get comfortable with it, in that I
remind them that it’s a new crowd out there, it’s a new
audience, and they haven’t seen us before. So it’s got
to be like the first time we go on.”
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