August 14, 2012
I was recently contacted by the extremely friendly people at SOLD Labs, which publishes a fairly new online magazine called SOLD Magazine. They asked whether I’d be interested in writing a regular column. So of course my first course of action was to take a look at the magazine.
I have to say, I wasn’t expecting much. I’ve spent many years in sales and rarely found any published advice that was relevant to modern selling situations. B2B and B2C sales have changed immensely in the last 15 years, mostly thanks to the advances in information technology and the professionalisation of the procurement function in major companies. The old advice about how to sell a set of encyclopedias door-to-door just isn’t relevant any more.
So I was pleasantly surprised to discover an attractive magazine, full of useful and relevant advice for modern salespeople, from experienced columnists and featured experts like Shep Hyken. And it includes a section about presentation skills which is truly modern – none of the old advice about seven bullets per page or three minutes per slide.
I liked it so much that I agreed to contribute a monthly column, focusing on the Presentation 2.0 approach which we’ve developed at Ideas on Stage. My first column appeared in the July edition.
So to check out my article, and plenty of other fine articles about selling, negotiating and presenting, please click through to SOLD Magazine, and sign up free to subscribe to future issues.
I was pleasantly surprised, and I hope you will be too.
February 15, 2012
Salespeople need to know how to present, although they also need to know when not to present. I once sold a $100M outsourcing contract over a 12-month sales cycle, and I had salespeople from all parts of the company asking me to share my slides, hoping to replicate this success. They were disappointed: I hadn’t used a single slide in all that time.
Selling isn’t all about presenting: it’s about setting clear objectives, understanding your customer and their problems, choosing suitable messages, making a connection, gaining their respect, communicating your key messages effectively and memorably, delivering a clear call-to-action, and convincing the customer to act.
Look back at that last sentence, though, and you’ll realise that in fact we could say all those things about a presentation as well. Selling and presenting have so much in common. It’s partly why my sales management background helps me in my role as a presentation designer and coach. It also explains why I train people to sell, as well as to present.
Here is a video of my latest mentor session for Le Camping, the Paris-based start-up accelerator, which was the introduction to a one-day seminar about sales and negotiating. In this talk, I cover how to approach a sales meeting, based on three key objectives: making a connection, listening & learning, and always getting to the next step.