Nov 19

Add a dose of storytelling to your sales techniques

Sales techniques and storytelling

Storytelling is about using narrative devices in communication and sales techniques. It is of particular interest for sales presentations, because it will help you gain client buy-in for your product or company. Storytelling is used by most large multinationals, including the world’s most powerful brands, like Coca-Cola and Disney, who see it as a way …

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Nov 12

Sales techniques and storytelling: conflict or no conflict? Offend some clients, or connect with none.

Usual sales techniques

Sales reps tend to use sales techniques that present the facts: the features of their company, product or service. Naturally, these sales techniques will also seek to present these features in an advantageous light, or with a positive spin. And they will omit anything that might involve conflict. For instance, when sales techniques are used …

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Nov 12

Make compelling sales presentations by using “James Bond” flow

Blog 77_01_400 en

The current storytelling trend is based on a triad that I find particularly suitable for sales presentations. It can be applied to presentations very easily, and is what I use most often, because it adapts well to any sales situation. Step 1: Hook their attention Step 2: Spark the desire for change Step 3: Persuade …

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Nov 05

sales techniques and storytelling in sales presentations: the antagonist

Sales techniques & antagonist

What are sales techniques for, and what’s the most important part of a sales presentation? Sales people tend to think that sales techniques are for convincing clients of the advantages of our product or solution, and that the most important part of the sales presentation is the part where we present our product or solution. …

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Oct 30

Sales techniques: the difference between responding to needs and influencing

Sales techniques GPS

Every sales rep must decide between responding to needs and influencing when addressing a client’s request. And the sales rep must make this decision before preparing the sales presentation, because the sales techniques are not the same. They depend on the goal of the sales presentation: the sales rep must clarify what he or she …

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Oct 23

Four types of slides for sales presentations

four types of slides for sales presentations

In sales, there are four good reasons to use slides. Your sales presentation will be more effective with slides than without them if you use them: To explain, i.e., to make clients understand you To prove, i.e., to make clients believe you To summarize, i.e., to make clients retain your key messages To influence, i.e., …

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Sep 24

Storytelling applied to sales techniques: The hero and the villain. The good guy and the bad guy

Sales techniques and Storytelling

The question is, can storytelling principles be applied to sales techniques, starting with the concept of good and evil? In storytelling, the bad guy is a character, for the most part antagonistic, who embodies Evil, or at least acts like he does. He is generally fighting against the “good guy”. This concept of the antagonist …

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Sep 03

How to Make Memorable Company Presentations

Company presentations & Steve Jobs

Let’s talk about company presentations for client meetings: the only reason for you to be presenting your company in a “live” meeting is if you have a complex offer or you need to identify the client’s needs and issues. Here I am first and foremost talking about this type of situation, but the approach would …

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Jul 09

Sales presentation templates that kill sales techniques

PowerPoint templates that kill sales techniques

In this article about sales techniques, I am only referring to the templates used to create sales presentations for sales meetings, not templates for written presentations, which for the most part are suitable enough. With the growing use of computers, iPads and other tablets in sales, corporate communications departments felt compelled to impose the use …

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Jul 02

Making pie charts in PowerPoint for sales presentations

Pie chart in sales presentations

The first article in this series described the four key principles for making high-impact charts for sales presentations. I used a sample bar chart to illustrate these four simple principles for optimizing a chart that is weak in terms of visual communication. In this article, we will look at the specifics of pie charts. Bar …

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