Partners in Performance Blog

Presentation Nerves: Avoid The Apology Mistake

In a recent UPFRONT Persuasion workshop, we were exploring how to overcome presentation nerves. One of the participants mentioned that her worst fear was going blank. It’s not fun when you’re staring out at your audience for what feels like an eternity and you have no idea where you are in your presentation or what you’re supposed to say next.

A fellow participant had been a competitive singer in her younger days and she commented on how points were lost when the … Read More

Presentation Nerves? Whisper Sweet Nothings To Yourself

If you’re not mentally or emotionally ready to present, it’s impossible to show up with confidence and be persuasive. That can result in many undesired consequences.

Presentation nerves show up in different ways. Some are obvious. A shaky voice and trembling hands are clear indicators that the presenter is nervous. Nerves also show up in more subtle ways with distracting behaviours such as:

Racing through your content Using filler words like ‘ums’ Skittish eye contact Swaying hips Dancing feet Playing with a marker or pen … Read More

How Long Is Your Sales Cycle?

It is as long as you think it is.

As we think, so we shall do: If we think something will take a long time, it most certainly will.

While there are many factors that contribute to compressing sales cycle time, shifting our beliefs and assumptions is certainly a critical starting point. It’s like the classic children’s story about the little engine that could. ..”I think I can, I think I can, I think I can.”

A client recently told … Read More

Favourite Client Stories: How Jim’s Success Almost Got in His Way

Jim Bentley (name changed) is a well respected, seasoned sales professional with solid expertise in the financial services industry. He has long standing clients, with whom he enjoys excellent relationships. He is one of the top sales producers for his company. In spite of his sales success, he almost missed out on solidifying one of his best client relationships.

Jim participated in the Intentional Selling™ program as part of a company wide initiative. Part of the training process includes identifying limiting assumptions that might unconsciously block sales success. … Read More

Sales Not Working? Try Different for Sales Success

I’d like to challenge you to try something different this week in your sales process. For example, to improve your sales success, you could change your opening question. Be surprising. See if you can wake up people – and yourself – by saying the unexpected. See if you get better sales results.

A blog post by marketing expert Seth Godin reminds me of a best practice that has worked for me consistently through my sales and personal life– to ‘try different’. Not try harder, but try different.

Read More

How to Avoid Sales Sabotage

In a previous post I told Jim’s story about how he self-sabotaged his sales with a client. Jim was a client of mine who was already successful in sales. He had doubts that the Intentional Selling™ program could add anything new to his sales results. But he gave it a good try anyway, with much encouragement.

He ended up gaining new respect – and new sales – from his client. Had Jim continued to work under his previous assumptions about the client’s needs, without delving deeper into the discovery process, he would have missed a big opportunity.

Anytime you operate … Read More

Self-Sabotage and the Sales Process: Jim’s Story

As service professionals, one of the ways we help our clients create breakthroughs is to raise their awareness of the assumptions and beliefs that sabotage their results and limit their potential. Many times, sales people aren’t even aware of their own assumptions about selling, or about their client’s needs.

In my coaching work, this is one of the first things I address with my clients. What are you assuming to be true, without examining it in light of the current situation and/or client? Even the smartest, most brilliant sales professionals are amazed at the ways in which they actually undermine … Read More