The best sales presentations contain the right mix of information flow and interactivity, and are uniquely balanced to best fit audience interests, needs and priorities. Based on data from numerous sources, including Gallup and the Rain Group, too many presentations are feature rich and benefit poor. Many others lack interactivity and some are missing a […]
Category: Communication Skills
Harder Questions?
Gretchen Gordon, founder of Braveheart Sales Performance once wrote, “The harder the questions, the easier the sale.” So true! Gordon also cited an Objective Management Group study indicating only 11% of salespeople ask the most important question when necessary. So disappointing! Gordon attributes a “loss of emotional discipline” or too much concern over being likable as root causes […]
How to Share Difficult Messages in a Brain Friendly Way
A recent Gallup study found that only 26% of the U.S. workforce strongly agreed that the feedback they get from managers or supervisors helps them to improve their work. Clearly, and as most people agree, giving or gaining feedback can be difficult. Further research indicates there are two primary reasons for the difficulty, which can […]