Category Archives: Sales

Prep for Meetings – Yes, its checklist central . . .

Again, with the same team, our thoughts turned to overall meeting preparation, and again the list is longer than we think!

  1. Personalised PowerPoint – Have you? Aside from adding their logo and changing the date
  2. Case studies included and are relevant
  3. Anecdote: What personal stories can you tell
  4. What will you teach them in the meeting?
  5. Metrics – because aside from stories people take numbers away from the meeting
  6. Investment analysis – how is this company doing?
  7. Right audience in the room – are you sure?preparation
  8. Industry – how is their sector doing?
  9. Competitors – how are their competitors doing?
  10. LinkedIn – and try not to leave it to the last minute
  11. Research individuals – see #11
  12. Facebook – might as well see #7
  13. LinkedIn – Connections
  14. Roles – who on our team is doing what?
  15. Three run throughs please, if the meeting is that important
  16. Right resources
  17. Run through your demo in live mode – if you have one
  18. Salesforce what is the company’s entry
  19. Lockdown 48 hours prior. Meaning the presentation is ready 48 hour before the meeting, it is agreed and no content needs to be changed and so the only thing we do is rehearse this

Anything to add?  Contributors will receive a free copy of 22 Questions: How to win more business

 

STORY THOUGHT . . . And the reason is . . .

The reason is . . .Practise using the phrase “the reason why this is so important, “or applicable, “or relevant”. Incorporate this component of your story, in every meeting.

This will give people a reason to buy into your story.

More story tips to follow.

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Making it Personal :ROCK START TO WALLFLOWER

Pitching is all to do with people. Every person should take care of his or her personal brand. Whether we be ROCK START or WALLFLOWER stewardship of your personal brand is a good thing.

ENTER Mel Carson Personal Branding Cover 0104 Mel Carson‘s new book Introduction to Personal Branding: 10 Steps Toward a New Professional You tells you how to get started, recommended and a major contribution to personal brand safety this year.

Link to buy (great value) here

 

Yes, but will they remember?

With some much of attention in presentation development being focused on impact and story telling and delivery skills building communication for memorability might be missed. Art Markman Professor of Psychology and Marketing at the University of Texas at Austin gives us some great advice in his HBR article Getting an Audience to Remember Your Presentation* Your presentation might be about getting people to recall later (explicit memory) what you said or encourage people learn a skill (enabled by procedural memory). Most of the time we want to influence the explicit memory.

A few things therefore to help people remember.1369847707_4085_memory

  1. Right sequence.  The first things said are best remembered, and those towards the end. So don’t bury the recommendation/central idea somewhere in the middle.
  1. Make connections. Making links between your key points increases the amount of information people can recall from what you presented: So, lots of verbal and graphic sign-posting please.
  1. Make ‘em work. Try things like letting  your audience to vote for alternatives, make bets on what might work best or encourage them to summarise the message for themselves. Lest they forget. These approaches will maximise your influence as well as your impact.

 

*Copyright©2015 Harvard Business School Publishing. All rights reserved. Harvard Business Publishing is an affiliate of Harvard Business School.

Proficiency in the workplace

From a recent survey across 500 organisations by Corporate Visions Inc, article by Tim Riesterer

Only 41 percent of companies ask their salespeople to practice their messaging using stand-and-deliver or role-play scenarios. The rest, nearly 60 percent, have no expectation that salespeople will actually demonstrate message proficiency.

NEXT STEPS

1. Book now A SAY IT IN 7 PROGRAM – Getting the team proficient is quick, easy and worth every penny. Sales teams put on extra revenue (£m) with Say it in 7.

2.  Enjoy Tim Riesterer’s full article here http://cmo.cm/1BEtVDS

profeciaency

LESS THAN TEN PER CENT RECORD AND PRACTISE

From a recent survey across 500 organisations by Corporate Visions, only nine percent of companies regularly expect their salespeople to record themselves on video delivering value messages so they can be reviewed, coached, and certified by qualified coaches or subject matter experts. Yet 85% of firms agree that the Sales teams’ ability to articulate a value message is the single most important factor to winning deals.

GET GOING

1. Book now A SAY IT IN 7 PROGRAM – a great start to getting the team on take and up to scratch it is quick, easy and worth every penny. Sales teams put on extra revenue (£m) with Say it in 7.

2.  Enjoy Tim Riesterer’s full article here http://cmo.cm/1BEtVDS

record