Partners in Performance Blog

Sales Call To Action Mistake #4: Not Preparing

Your preparation for a sales meeting will be more effective when you start by asking yourself, “What is my desired outcome?” That leads to, “What do I want the client to do as a result of my presentation?”

An even better question to address in your preparation is, “What do I want the client to do as a result of my presentation that would move the action the furthest and the fastest?” These questions will ensure you are well-prepared for your … Read More

Sales Call to Action: Stupid Mistakes Smart People Make

Are you converting enough of your sales as fast as you’d like? If not, maybe it’s time to examine what you’re doing with your sales closing strategy and specifically your Call to Action.

Many factors are out of our control when it comes to how long it takes to close business. For example, we have to work with our clients to meet their specific timing requirements. And certainly internal changes in the client organization can cause delays.

But there … Read More

Presentations that Do NOT Persuade

Last week I was delivering a presentations skills workshop and was observing “Nancy” (name changed) deliver her presentation. Her content and delivery overall were quite good except for one big problem: she sounded more like a recording than a real person. She was using a ‘presentation voice.’ Nancy was not being herself.

With a bit of coaching, she began using her ‘real voice’ and in doing so, revealed a much more authentic voice that was engaging, passionate and … Read More

Pitching Disguised As Questions

In the work I do helping sales people to become more effective, we focus a lot on questioning skills. Let’s assume it’s your intent to ask questions in order to uncover your customer’s needs, likes, dislikes and perspectives. Here’s a typical question that is used by many sales professionals.

“If I could show you a way to easily solve your problem, would that be of interest to you?”

Let’s look at this question and examine why it isn’t effective.

Here are just a few reasons:

The intention behind the question is … 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

6 Persuasion Elements in Storytelling: Are you Using These Tactics?

Yesterday was the final ‘presentation showcase’ day for Pro Track Speakers Academy – a yearlong boot camp for emerging speakers at the Canadian Association of Professional Speakers (CAPS). I had the privilege of evaluating the final presentations along with two of my esteemed CAPS colleagues Peri Shawn and Richard Peterson.

While we covered the gamut in our feedback critiques, the art and skill of storytelling was the prevalent theme that was woven throughout the fabric of the day. Everyone incorporated story and more than a few were masterful storytellers.

Read More

Presentations that Persuade: Stories Drive Action!

A guest post by Dr. Patsi Krakoff, author of the blog WritingontheWeb.com and writer/editor of Content for Coaches and Consultants.

Presentations can be really good and still not generate any action from the audience. Why is content marketing and persuasion so elusive, and what can you do drive results, to set people on fire?

When it comes to making a presentation, most professionals start from their point of view. Of course, who wouldn’t?

“We’ve got a state-of-the-art 128-bit secure site, offering the best rates on the Web.”

While this business professional … 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