Your Boring Presentations - Selling It
Your Boring Presentations - Selling It
So I'm sitting there crying like a baby and apparently, even then, my mind won't let me be because it makes another connection to sales excellence. Perhaps, in the way that Google has learned to crawl my Blog multiple times per day in search of my latest post, my mind has learned to find the sales connection in nearly everything I experience.
At that moment it occurred to me that when we cry from simply watching someone else pretend, they have really succeeded at selling us on:
* the drama - they have us hooked.
* the reality - it seems real even though it isn't.
* the emotion - if they get tears you have become emotional.
* the connection - the only way they get the emotion from you is if you somehow connect their event to a past or potential future event in your life.
So if a combination of efforts from writers, directors and actors in a theatrical production can be sold to so many, with such effectiveness, why can't we do the same thing?
I believe we can be every bit as effective as the entertainers. If you begin to associate your presentation with a screenplay rather than as a presentation of features and benefits you would recognize that your prospects think that:
* Your presentations are boring.
* Your presentations are too long.
* You talk about stuff that they don't care about.
* They aren't getting hooked.
* There isn't any drama to it.
* You are boring.
* You don't get them emotionally involved.
* You don't get them to make the connections.
* There is less reality to your presentation than the theatrical productions you react to.
* You've presented the information so many times to so many people that even you are bored with it!
For example, pretend that today's Baseline Selling Tip is the script for a presentation. Go back to the beginning, reread this article and identify where:
*
the actual presentation begins
*
I get you hooked
*
I cause you to make connections
*
the drama takes place
*
where you would get emotional - you don't have to cry; you simply reacted by agreeing, disagreeing, becoming upset, angry or excited.
If you have a copy of Baseline Selling, review the chapter on Running Home, especially the section on compelling presentations. If you don't have a copy of the book, ask somebody to buy you one for the holiday....or get one for yourself!
This week, make some changes to the way you present and let me know what is different in the way your prospects react.
For those of you who follow the Baseline Selling process, this is not permission to present any earlier than between 3rd base and home, it's simply an opportunity for you to rework how you present between 3rd base and home.
Your Boring Presentations Selling It - To learn more about this author, visit Dave Kurlan's Website.
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I was watching television on Friday evening and found myself crying at the end of The Ghost Whisperer. Are you kidding me? Me? But then I thought about it and realized that this isn't exactly unheard of. When we train management teams on how to effectively recruit and select winning salespeople we use a clip from Field of Dreams and I get choked up every time. And I've seen that clip dozens of times! I suppose that I don't usually watch the shows that would choke me up as opposed to it not being possible for me to get choked up.
So I'm sitting there crying like a baby and apparently, even then, my mind won't let me be because it makes another connection to sales excellence. Perhaps, in the way that Google has learned to crawl my Blog multiple times per day in search of my latest post, my mind has learned to find the sales connection in nearly everything I experience.
At that moment it occurred to me that when we cry from simply watching someone else pretend, they have really succeeded at selling us on:
* the drama - they have us hooked.
* the reality - it seems real even though it isn't.
* the emotion - if they get tears you have become emotional.
* the connection - the only way they get the emotion from you is if you somehow connect their event to a past or potential future event in your life.
So if a combination of efforts from writers, directors and actors in a theatrical production can be sold to so many, with such effectiveness, why can't we do the same thing?
I believe we can be every bit as effective as the entertainers. If you begin to associate your presentation with a screenplay rather than as a presentation of features and benefits you would recognize that your prospects think that:
* Your presentations are boring.
* Your presentations are too long.
* You talk about stuff that they don't care about.
* They aren't getting hooked.
* There isn't any drama to it.
* You are boring.
* You don't get them emotionally involved.
* You don't get them to make the connections.
* There is less reality to your presentation than the theatrical productions you react to.
* You've presented the information so many times to so many people that even you are bored with it!
For example, pretend that today's Baseline Selling Tip is the script for a presentation. Go back to the beginning, reread this article and identify where:
*
the actual presentation begins
*
I get you hooked
*
I cause you to make connections
*
the drama takes place
*
where you would get emotional - you don't have to cry; you simply reacted by agreeing, disagreeing, becoming upset, angry or excited.
If you have a copy of Baseline Selling, review the chapter on Running Home, especially the section on compelling presentations. If you don't have a copy of the book, ask somebody to buy you one for the holiday....or get one for yourself!
This week, make some changes to the way you present and let me know what is different in the way your prospects react.
For those of you who follow the Baseline Selling process, this is not permission to present any earlier than between 3rd base and home, it's simply an opportunity for you to rework how you present between 3rd base and home.
Your Boring Presentations Selling It - To learn more about this author, visit Dave Kurlan's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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