Partners in Performance Blog

Presentation Structure: Three Buckets for Your Key Points

Presentation Key Point StructureIn my recent post about presentation structure, I highlighted the importance of the ‘rule of three’. In speaking, writing and all forms of communication the ‘rule of three’ states that concepts presented in three’s provide much needed clarity and are more memorable.

Three’s are pervasive in everyday life:

1) Children’s stories: the three bears, three little pigs, the Three Musketeers

2) Sporting three’s: three strikes in baseball, three Olympic medals, three hockey innings

3) Chronological three’s: before, during, after; past, present, … Read More

Presentation Structure: The Rule of Three

Do you struggle with how to organize all the details and points of your presentation? If so, you’ll feel overwhelmed and confused when you deliver your presentation. And if you come across as confused, don’t expect your audience to make a decision and act based on your presentation..

If you want to be clear, concise and compelling, start with presentation structure. Knowing how to organize your information in the right … Read More

Presentation Structure: Have Your Presentations Wandered Off Track?

Presentation structure is fundamental for delivering effective presentations. In our UPFRONT Persuasion workshops a key focus for our course content is how to effectively structure a persuasive presentation. Our Presentation Planner which follows the UPFRONT structure can be used as a template for all presentations. Like an accordion, it can expand and contract depending on the length of your presentation.

One thing is true. All presentations must have a strong, well built structure like the foundation of a house. There is little point in adding beautiful … Read More

How to Turn Client Objections into Sales Success

Key-To-Sales-SuccessOne of the questions I get when training sales professionals is almost always about handling client objections. Sales people seem to dread this part of the sales process. That’s because they don’t prepare for them well, and don’t have a positive perception of objections. I look at them as a key learning device for uncovering the client’s needs. Yes, I look at objections not as barriers but as clues to achieve sales success through understanding what clients want.

I recently asked Jim, one of my colleagues, for an update on the sales … Read More

Words That Sell – Use Persuasive Words

MeharabianPersuasive words sell. There are multiple ways to weave persuasion into the fabric of your presentation. This week in Toronto, we had a lot of fun in our UPFRONT Persuasion workshop playing with persuasive words.

Thorough preparation and proper structure are essential for a compelling delivery: they foster confidence and your ability to walk through your presentation in a clear and logical way.

Part of your preparation should most certainly include developing relevant stories for social proof, analogies and evidence to support your key … Read More

Coaching for Results: Focus, Intention, Means

Coaching-for-Results-ModelWhether you’re coaching an employee or yourself, to use coaching for results you need a model that works to bring about high performance. I’ve used a good model for years and can apply it to any client situation. It works really well with sales and presentations. Here is a recent sample of a coaching session where I demonstrate the model I use.

The key to a good model is that it must be useful. As stated in wikipedia “Conceptual models represent human intentions or … Read More

Preparation Checklist for Intentional Selling Success

Check-List-Sales-PreparationPreparation is the first step in the Intentional Selling 6-Step Process, as it is in any sales system process. Yet, when I work with sales professionals and we do a post-mortem sales autopsy, it’s the first place things go wrong – in the preparation, before there’s even any contact with the client!

Don’t let this happen to you. It’s avoidable. You have control over your sales preparation.

Failing to prepare is preparing to fail. But not all preparation is the same. Knowing how to … Read More

Intentional Selling: Reframe Limiting Assumptions to Ignite Sales

Intentiional MindsetIn a previous post I discussed the Power of Intention for Accelerating Sales Results. The notion of intention is a foundational building block that I weave into all of my coaching and Intentional Selling sales process skills training. That’s how important it is.

If you want to increase your sales results and shorten your selling cycles, there is nothing more streamlined than becoming aware of how your mindset impacts your selling behaviour. Read my post on Intentional Selling: Why 3 out of 4 People Suck at Sales to learn more about … Read More