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Calling a Time Out on Sports and War Metaphors
Changing the rules in the middle of the game, moving the goalposts, two-minute drill, no harm/no foul, franchise player, lay up, knockout blow, on the ropes, quarterback, the best defense is a good offense, three-pointer, at the buzzer, brush...
Eight Success Tips for Your First Trade Show Booth
Exhibiting in a trade show can involve a major investment of money and time. But the financial returns for your business can be excellent if you learn some of the secrets of trade show booth success before signing up for a show and investing in...
Equipment Leasing Blunders That Can Cost Your Firm a Mint
Rod McHenry, the financial vice president of a document imaging company, thought he had great cause for celebrating. He had signed an unbelievable $370,000 lease proposal covering computer servers, workstations, software and other networking...
Interactive Charts are Reinventing Visual Data
Interactive charts have revolutionized the way visual data is displayed. Think back to elementary school geography class, sitting drowsily in your desk as the teacher pulls down her roll-up world maps and charts to review the 50 states and their...
Presentation Pitfalls Series: Top 10 Content Mangement Mistakes
Here, David Letterman style, are what I consider to be the Top 10 most common mistakes presenters make when organizing and preparing their content:
10) Not setting the stage.
An introduction should be more than just "Hello. Today we'll...
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Why You Hate to Sell
Don't you just Hate to sell? Oh sure, you don't mind talking about your product/service.
Because you know your product/service inside out. You can recite the features at a drop of a hat. In fact, you've read & memorized so much technical data that the support staff asks you questions.
You've even remembered to state a feature and then add it's benefit too. As in, and here's what that means to you, Mrs Customer...
You know so much about your offer that you can talk about it until your suspect/prospect ears bleed. Talk. Talk. Talk.
Is this you?
You've got the product/service info down cold. You even talk feature then benefit. You may even handle the most common objections during your *presentation*.
But you still Hate to sell?
You can't look'em in the eye and ask'em if they're ready to get started enjoying benefit, benefit now?
Then shut up and wait until you get their answer?
If that describes you, great!
*You are only two steps away from being a Sales SuperStar*
The reason you're afraid to look'em in the eye and ask'em if they'll ready to get started enjoying the benefits they expressed most interest in -- and then keep it zipped until they answer -- is because you're afraid they won't buy!
The reason you have a hard time asking questions and waiting for a complete answer is -- you're afraid that you didn't do a super, super job with your presentation -- Again you're afraid they won't buy!
And the reason you hate to sell -- you think it's all about YOU. You're afraid they won't buy -- YOU!
*Your Two Steps to Becoming a Sales SuperStar*
1) Take YOU out of the selling process.
Ask
questions and let THEM tell you why they need your product/service. In other words. Qualify, qualify. Then re-qualify. If your suspect does not qualify, great, they're not a prospect.
Wonderful. Move on to the next suspect. Teach yourself to ask questions that will make your suspect qualify themselves quickly. Sort - Don't Sell. Sort - Don't sell.
IF you'll let them, they'll sell themselves. Of course it's easier for you to talk, talk, talk.
If everyone says you're a good salesperson because you're such a good talker...Baby you're in Big Trouble.
2) Fall in Love. Yeah, I'm serious as a letter bomb. Fall in love with -- YOURSELF!
You will never receive all that *you deserve* until you fall in love with - YOU. But be prepared. You have years of brainwashing to trash out. But you can do it. If I can, anyone on God's sweet planet can too.
If you're a subscriber to my Free Newsletter *The Home Grown Biz Advocate* You get a free book that will teach you a simple method -- to fall in Love with Yourself.
Note that I didn't say easy. I said simple. And I'm available for a little coaching. If that's what it takes.
* * * * * * * * * * * * * * * * * * * © Copyright 1996-2001, edward thorpe, All Rights Reserved * * * * * * * * * * * * * * * * * * * NOTICE: You may publish this article in your ezine and/or web site. No changes. Resource Box Must Be Included .
About the Author
edward thorpe, The Laziest Dude on the Internet, publishes The Home Grown Biz Advocate. Smart, funny and candid Home Biz Opp selling tips, tricks & free help. Get yours at http://www.growahomebusiness.com/newsletter/default.cfm mailto:webmaster@growahomebusiness.com
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Oral Presentation Advice |
Your presentation should not replace your paper, but rather whet the ... Below I consider goals for academic interview talks and class presentations. ... |
www.cs.wisc.edu |
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Presentation Skills |
This site contains annotated links to resources concerned with presentation and communication skills. |
lorien.ncl.ac.uk |
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Presentation Helper - Free PowerPoint templates, help, advice and ... |
Resources on how to make effective presentations. Includes tips on PowerPoint and topic ideas. |
www.presentationhelper.co.uk |
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Neurobehavioral Systems, Inc. |
Neuroscience stimulus delivery software can be used for cognitive psychology, fMRI, erp and single unit research (Windows). |
nbs.neuro-bs.com |
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Why tables for layout is stupid: problems defined, solutions offered |
Why tables for layout is stupid:. problems defined, solutions offered. Tables existed in HTML for one reason: To display tabular data. ... |
www.hotdesign.com |
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The Gettysburg Powerpoint Presentation |
This presentation prepared with the help of Microsoft Powerpoint Autocontent Wizard. ... Permission is granted to use this presentation in any course or ... |
norvig.com |
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Presentation Zen |
I love the clear presentation of the ideas in the book and the fact that the ... In the context of presentations, moving info away can help you and the ... |
www.presentationzen.com |
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Presentation Tips for Public Speaking |
Better Public Speaking & Presentation - Ensure Your Words Are Always ... On the Job: Public Speaking Tips - Twelve Steps to Great Presentations by Elise ... |
www.aresearchguide.com |
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Presentation - Wikipedia, the free encyclopedia |
Presentation is the process of presenting the content of a topic to an ... You should plan to rehearse your presentation out loud at least four times. ... |
en.wikipedia.org |
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OSCON 2005 Keynote - Identity 2.0 |
“A barn-burner of a presentation. I loved this.” - Cory Doctorow. “I watched it twice, and greatly enjoyed it both times.” - Jon Udell ... |
www.identity20.com |
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Presentations - Effective Communication - Public Speaking |
Tips and tools for creating and delivering presentations: text, techniques and technology. |
www.presentations.com |
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Presentation Information Resources - Presentation Technology News ... |
Presentation Information Resources - Comprehensive presenter's resource providing instant access to up-to-date information on technology and techniques for ... |
199.249.170.231 |
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Effective Presentations homepage |
In addition, the skills needed to prepare an oral presentation can be used ... A spiffy presentation discussing Effective Teaching with Powerpoint from the ... |
www.kumc.edu |
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Impress |
Your presentations will stand out with 2D and 3D clip art, special effects, animation, ... Slide show Animation and Effects bring your presentation to life. ... |
www.openoffice.org |
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PRESENTATIONPRO - experts for Microsoft PowerPoint |
A series of products and services to help enhance PowerPoint presentations with templates and backgrounds. |
www.presentationpro.com |
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Leadership - Presentation Skills |
Presentation, PowerPoint, and Leadership. ... Presentations and reports are ways of communicating ideas and information to a group. But unlike a report, ... |
www.skagit.com |
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Presentation: See what people are saying right now on Technorati |
See all blog posts tagged with presentation on Technorati. |
www.technorati.com |
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Secretary of State Addresses the U.N. Security Council |
My friends, this has been a long and a detailed presentation. And I thank you for your patience. But there is one more subject that I would like to touch on ... |
www.whitehouse.gov |
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Rubric |
Organization, Audience cannot understand presentation because there is no sequence of information. Audience has difficulty following presentation because ... |
www.ncsu.edu |
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Presentation Skills |
Presentations are one of the first managerial skills which a junior engineer ... This article looks at the basics of Presentation Skills as they might apply ... |
www.see.ed.ac.uk |
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