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Killer Sales Presentations

Last week, I spoke for the Philadelphia Business Journal. They were doing a Sales Boot Camp. My topic was “Killer Sales Presentations.” Before discussing the 10 reasons that sales presentations fail … and how to avoid them, I first gave a series of sales presentation principles for people to keep in mind. Here are the first 6 (of 12) … in no particular order: ·People like to buy, but they don’t want to be sold. ·People do business with

Technical Presentations Don’t Have to Be Tricky: Keep Them Simple for Success

The definition of genius is to make the complicated simple. Of course, that isn’t really the definition. But, it is an ability that goes a long way as a leader -- and also when presenting information. We live in a complex and technical world. People need to understand what is going on around them. If you can present complex or technical ideas in a clear manner, you will become invaluable to your organization. How can you do this? As always, know your audience. What is important t

Corporate Climate Primed for Training & Development: Time to Start Spending Now!

From all I am reading, corporate profits are increasing, and corporate spending continues to decline. Given the overspending environment we had in the ‘90s, and early ‘00s, this is and understandable trend. But is this long-term thinking? Where should money be spent if we are looking to the future? I suggest two primary areas: 1)     Hire expertise. Look for qualified individuals who can excel in the new business environment. This means employees who hav

Don’t Get Lost in the “Twitterverse” or Facebook Fan pages: Face-to-Face Communication Still Key for Effective Networking

You can tweet, blog, and update your status on Facebook and LinkedIn – there all good ways to connect with people ... past, present and future. However, let’s not assume that this “cyber connecting” will negate or replace the importance of face-to-face networking.Unfortunately, with the increasing popularity and use of social networking sites, people are forgetting the fine art of networking.  Let me give you five pointers to ensure this doesn’t happen to you:&

The Squeaky Speaker Voice Doesn’t Get any Audience “Grease”

What if your voice squeaks during a crucial presentation? We know it’s not a second shot of puberty kicking in. Typically, a speaker whose voice squeaks when he or she presents is breathing improperly – a condition often brought on by nerves. What a surprise, a speaker who’s nervous! Yes, we all get butterflies from time to time. But, it’s important for speakers to eliminate these squeaky moments, because they will … ü sound more credible a

4 Techniques for Speakers to Diffuse Hostile Questions

Just in case during your next presentation you get some hostile questions, here are four techniques you can use to diffuse the situation and emerge unscathed – helping to secure a successful presentation from start to finish.· The Art of the Spin – when paraphrasing the hostile question, turn it around. “The real question you need to be asking is ….” Or, “You’re asking about the investment (never say “price” or “cost”) &he

Presentation Skills Q & A Pointer: Effectively Control Stage Hogs

Today, I was teaching a presentation skills training program. Participants were most interested in how to handle an audience member who is a “stage hog.”  This type of speaking situation often occurs internally with an organization – people that can be considered stage hogs are well-known for their annoying behavior, and are typically not people with power. They are the people who like to be heard, like to interrupt, and have a need to be noticed. The best way to deal

BRODY's at The Society of Pharmaceutical and Biotech Trainers (SPBT) 2010 Conference

Come and visit Donna Eldridge and Amy Glass at booth #414!!!!SPBT 2010 Conference & TradeshowGaylord Convention Ctr. in Kissimmee,FL

You Can’t Ace the Q & A If There Aren’t Any Questions

I blogged about the ABCs of the Q & A. As I said, handling the question-and-answer session is a critical component of successful presentations. But, you can’t master this aspect of public speaking if you can hear a pin drop when you or the moderator ask if there are any questions. Just yesterday, I was asked by a presenter I was coaching, “How can I get people to ask questions? No one ever seems to want to ask me any after my presentations.” It wasn’t hard t

My Free Accountability Presentation at VirtualU on May 18

It’s fair to say that we’re entering a brave new world in lots of ways. One has to do with the shift in how training is being delivered – or at least supplemented. There is no doubt that webinars have a place in the training mix of modalities. In fact, BRODY Professional Development delivers them quite often.  We also do webinars in advance of an instructor-led, face-to-face training program. By doing this, we can cut the lecture part of the program and focus on applicatio

Kenexa’s Rudy Karsan Agrees: Effective Communication Reaches Your Audience

I recently read an interview with Rudy Karsan, Co-Founder, Chairman and CEO of Kenexa, which appeared in the April 2010 issue of Smart Business Philadelphia. He was talking about leadership and communication. Karsan said, “The single biggest mistake I see leaders making is that they view communication as a one-way street. When you are talking or writing, the question that people ask themselves is, ‘How can I say this in the best possible way?’ But, if you replace the question w

Greeting Card Conundrum: Is It Proper to Send Paper or Electronic?

Mother’s Day is approaching – a great time for the greeting card companies. Granted, there are eCards for everything, but are they valued the same way? The answer I’ve gotten is mixed. According to the Greeting Card Association, more than 7 billion paper cards were bought last year – even though eCards are readily available (and much cheaper, even free in some cases). So, what is the etiquette of card sending? For birthdays, either type of card will work – and

The Power of Presence – It Can Be Learned & Shared

For many of us, the ability to shake hands, look someone in the eye, stand tall, and at least appear confident is second nature. But, many people feel they haven’t earned the right to appear this way – owning their achievements and exude confidence. How sad is that? I remember teaching a networking program at a bank several years ago. When I asked what each person’s objective was, one said, “To walk into a room as confidently as you do.” I responded to her, &ld

Manners Do Matter -- in Life & Work – So, Improve Them

Do good manners still matter in our high tech, fast-paced business casual environment? Resoundingly, yes! Impressions and relationships are based on behavior.A smile, a good hand shake, proper grooming, introducing others, putting people at ease, and using technology wisely all are not rocket science. But, knowing the proper protocols and understanding the impact, requires caring about and considering others. Etiquette (we refer to it as professional savvy) is based on logic, kindness and e

Intention & Focus Critical, But Then Take Action Too!

I am starting to prepare a presentation to be delivered this summer at a Foundation Event at the National Speakers Association Convention. Topic: “Getting Business in These Challenging Times.” Of course, I have my ideas, but decided to tap the collective wisdom of colleagues and friends in the speaking industry. One said, “I think about money – really think about it, and I seem to get a booking for a presentation.” He was dead serious.  At first, I laughed

“Relentless Exploration” – How a Speaker's Message Can Resonate & Reach Audience Members

During a long flight, I was catching up on my reading, and came across an interesting article in Newsweek (March 29, 2010) by Jon Meacham. The article was about Bill Clinton’s comments regarding President Obama’s oratory, and what he needed to do to be better understood.The phrase that former President Clinton said that struck me was “relentless exploration.” He also said, “…if you explain something to me, even if I don’t entirely understand it, even if I don’t agree with you, yo

Fixing the “Freeze” -- Effective Strategies for Making Sales Cold Calls

At BRODY Professional Development, we work with salespeople all the time – helping them improve their ability to effectively present and listen, and to ask questions to further engage and connect with their audiences. We don’t help people with cold calling – perhaps it’s my own making-the-call-related reluctance. The good news is that I have found the “cure.”It’s a book by Art Sobczak called Smart Calling: Eliminate the Fear, Failure and Rejection from C

Mastermind Groups: Invaluable Colleagues as Consultants & Much More

If two heads are better than one, as the old adage says, what will four to five heads create? Synergy, ideas, creativity. That’s what happens each time I meet with one of my two mastermind groups. I come with problems, and walk away with a myriad of possible solutions.  Ultimately, I am accountable for the results, but I find that I (and most mere mortals), can get lost in the details or only have “silo” thinking. What I also love about my groups is that they hel

A Look At Leadership: Interpersonal Communication Still Key

If you Google the phrase “leadership, definition”, you will see more than 81,500 entries. Obviously, there isn’t one universally accepted definition for leadership, and clearly, there isn’t one right way to lead. So, is investing in leadership development still important in our age of cutbacks and shrinking budgets? Yes.  Paula Ketter, editor of T+D magazine, reminded readers of her March 2010 column that “experts agree enlightened leadership begets engage

An “Achievers Circle” Weekend Can Build Your Business

Are you looking for ways to build your business? I have a solution – join my mastermind group colleague Mark LeBlanc at one of his Achievers Circle weekends. He will help you grow your business and put more money in your pocket.

March 8 – Bill Lee’s Book Can Help You Manage Well

Doing your job well, whether it is sales or being on the plant floor, doesn’t translate into being a good manager. Managing others is a different skill set – one fraught with roadblocks and potholes. The book 30 Ways Managers Shoot Themselves in the Foot by my mastermind colleague Bill Lee, is a great read – for first time and veteran managers. Bill’s book is filled with actionable ideas. Once you’ve read it, let me know what you think. Click here for a su

March 8 - A Journey Worth Taking, to Revolutionize Your Life & Career

If for any reason you are feeling depressed, unmotivated, or unfulfilled, I have the “cure” – no, it’s not a drug. It’s not even eating chocolate. It’s attending a “Journey” with my mastermind group friend Dr. Alan Zimmerman. He is an expert on motivation, attitude and performance. Click here to get more information on his 12 keys to success that will revolutionize your life and your career. You won’t be disappointed.

March 4 – Training’s Not Dead Yet; It’s Still a Valuable Investment

Has training died? This past week, I got an e-mail that Nielsen Company decided to cease operations of Training magazine and Training magazine Events, responsible for producing the annual Training Leadership Summit, Training Conference & Expo, and other meetings. Aside from ASTD, these were some of the biggest training gatherings in the United States, maybe even the world. How sad is this? In a word: Very. What does this mean?  No one needs training? No one values training? No

Feb 22 – Olympic Athletes & Presenters: What It Takes for Platform Success

Have you been watching the Olympics? I’m skiing in Stowe, Vermont, this week, and have been glued to the TV every night. I’ve been watching the events (not just skiing), and listening to the “back stories” of the athletes. It’s amazing what these Olympic athletes have done to earn a place on the team, and sometimes the medals podium.Key words that come to my mind are:  Dedication Focus Passion PracticeGranted, these athletes have talent

February 15 – A Presentation Is Not Over ‘Til You Ace the Q & A

Have you noticed how many good presentations fall flat during the Q & A? It’s one thing to craft and deliver an effective presentation, but what comes next is often more critical. The question-and-answer session gives audience members (whether one or many) a chance to get their questions answered and to exchange ideas. Here are four main guidelines to consider: Anticipate what the worst (and best) questions could be. Be prepared just in case for both! Practice a Q & A sessio

February 8, 2010 – Watch Your Words When Presenting

Recently, White House Chief of Staff Rahm Emanuel used the word "retarded" during a closed-door strategy session. And, radio personality Rush Limbaugh used the term again in discussing Mr. Emanuel’s statement.This has created enormous outrage in both the political and mental health circles. Mr. Emanuel apologized last week to a group of advocates for using the term. His comments were originally spotlighted after former Alaskan Governor Sarah Palin called for Emanuel to be fired i

When it Comes to the Image You Present, You’re Always on “Candid Camera”

Smile. You’re on candid camera.Today, deep in thought while waiting for the bagel I ordered to be toasted, I heard the cashier say, “Smile. It will make your day go better.”Once I realized that she was talking to me, I turned to look at her. She said, “I don’t know what you were thinking about, but it didn’t look good.”Wow!What feedback.So often, when we know we are being observed, we pay attention to the nonverbal signals we send out – especially

The Power of a Vacation: Get Recharged & Ready to Forge On

This week, I am on vacation – at a spa in Mexico.I tell you that because I am a real believer in taking R & R. It’s hard with fewer staff, doing more with less, and feeling the stress of the economy.But, the reality is our bodies and minds can burn out. With some time off, we can develop perspective, and insights that can ultimately be helpful at work and at home.Treat yourself well – you only have one life.Hasta la vista!

Dr. Martin Luther King Jr. Day – A Reminder How Effective Presentations Motivate People

Today is Dr. Martin Luther King Jr. day. On the news this morning, I once again heard part of his well-known “I Have A Dream” speech.The eloquence, the poignancy, the cadence, and rhythm are still astounding to me this day.He was a true motivator.You may listen, and think, “That type of presentation won’t work in my environment.”I challenge this mentality, and suggest all presenters need to ask, “Are there elements that I could use?”Dr. Martin Luther Kin

Being Easy to Work With: A Concept That Isn’t Hard to Execute

I’ve been looking for ways over the past 6 months to economize – both in my business and personally. It’s amazing what a recession does to jump cost-cutting efforts into high gear!Changing insurance vendors was high on my list. The experience these past few months has been amazing – and I don’t mean in a good way.In order not to get sued for libel, I won’t mention how poor the service was when I called to get information from car insurance companies. It would

Be a HOST At Your Holiday Office Party

Last week, I wrote about some dos and don’ts for attending work-related holiday parties.It seems, from the personal responses I got, that attending these parties can be quite a chore for some people.If that description sounds familiar, how can you make them easier on yourself, as well as for the many others that are attending?Play the role of HOST. I know you aren’t actually hosting the party, but think about what the host’s role entails ….It is to be gracious, meet

Office Party Etiquette: Remember Your Business Professionalism

Holiday time is here, and party invites are flowing.Time for fun … and time for faux pas a plenty!Here is my list of 9 holiday party mistakes to avoid making …Not RSPVing when asked. Always respond to invitations – whether or not you can attend the event. This includes citing any guests who will be coming with you, too.Making wardrobe mistakes. Always plan your wardrobe carefully, and ensure it’s appropriate attire for the event. For women, this means remembering that a party isn�

Seven Strategies for Conversation/Small Talk Success

The Thanksgiving holiday is over – but now we have Chanukah, Christmas, Kwanzaa, and New Year’s on the horizon.Typically, that means parties (professional and personal) – which, in turn, means more opportunities for creating conversations.For some of us, it is an easy task -- we like small talk, meeting new people and socializing in general. But, for others it is a chore. It doesn’t have to be …What are some techniques to make mingling and conversation easy and enj

Presentation Skills Primer: Slide Decks Support a Message, Not the Other Way Around

We can “Deck the Halls,” “Swab the deck,” and even “Deck someone” …. (though I wouldn’t endorse trying the last one!).Obviously, the word “deck” can mean a lot of things.But, nowhere does a deck equate to a presentation! When I coach executives for presentation skills, typically they say, “The deck is being prepared.” I then ask, “What about the presentation?”From my perspective as an executive speech coach and professional speaker for more years than I like to adm

It Doesn’t Matter What You’re “Selling” … Prep Before You Present Your Pitch

Professor Dan Brody (yes, he is a relative!) is teaching an entrepreneurial course at the University of Virginia’s School of Engineering

Don’t Let the Digital World Divide: Face-to-Face Communication Still Critical

I just got back from a meeting in Tampa. Following the meeting, a group of us went to the hotel bar to continue the conversation. Guess what happened instead?Everyone sat “playing with” their iPhones and BlackBerrys! What little conversation there was revolved around the latest apps. Somehow, with the need to communicate quicker, and more easily, we seem to have lost the art of the conversation.You know … actually talking to people.When I think of the time it takes to post a twee

Modern-Day Networking: “Dripping” Can Solidify Relationships

Are you dripping? Think of “dripping” as a way to keep in touch with clients and colleagues – a little bit at a time, repeatedly.In the course of a day, many of us might meet one or several people who we want to build a relationship with – one that is mutually beneficial, win/win, and helping others.Yet, just a meeting, whether chance or purposefully planned, isn’t enough.That’s where the dripping starts.Immediately after meeting someone that you want to foster a relationship wi

Death By PowerPoint: Don’t Become Another Speaking Statistic

We’ve all heard the expression “death by PowerPoint.” People acknowledge it, laugh about it, and hate it when in an audience, but, yet …. Many continue to be guilty of doing it themselves!How can presenters avoid this?1)Write your presentation first, then look to see where you can add PowerPoint to reinforce the message. Keep in mind, a slide deck isn’t a presentation.2)Add graphics, rather than bullet points, wherever possible. When words are necessary, it’s

The Selling Stool: 3 Key Elements to Sales Presentations

Product knowledge and selling skills are only two legs of the stool when it comes to successful sales presentations.The third key is the ability to communicate your ideas effectively, and at the same time read the messages that your audience (buyer) is sending in response.In other words, you need to master the art of walking and chewing gum at the same time!The most effective salespeople pay attention to the signals that are being sent – theirs and others.These winning sales professionals

Bottom-Line Speaking for Presentation Skills Success

Give people conclusions they can walk out the door with, not a lot of details.This is what Jack Welch used to say, when he headed up General Electric.This is also what I say when I coach people about presentation skills.You can’t be too specific when sharing information. Most decision makers don’t have a lot of time to wade through data. They are paying others to get the data, and just want to be told your recommendation or their call to action.Often, the tendency when speaking

E-mail: A Critical Communication Tool if Used Correctly

Over the weekend, I had some repairs that had to be done at home. I pulled out the trusty toolbox, and as I moved from project to project, I had to think about which tool would be most effective.Midway through my project, I had an epiphany: How similar is what I’m doing at home to what happens at work – picking the right tool for the right activity?Let’s say I have feedback to give a colleague or direct report. Should I see him or her, if possible; or is it OK to e-mail the per

Listening is More Than Hearing

So many people like to talk.   I sure do.In fact, I do it all the time. On the other hand so few like to actually listen -- I will admit I am occasionally challenged to really listen or listen well.  Statistically speaking, we spend more time listening in a day than speaking, yet we don’t often do it well (just ask your family!). Usually, it’s not on anyone’s top to-do list for training.But, that may be changing. In the las

Accountability: 5 Keys to Manage Success

Last week, I presented a program in Arizona called “Accountability: 5 Keys to Manage Success (Yours & Others).” The audience was leadership and management professionals from a luxury, private country club.This is a different audience than the corporate types who I typically work with. That being said, the issues are always the same.There are people who need an attitude adjustment (one of the topics covered). There are organizations that don’t do regular performance appraisa

September Means Back to School Time – But, It’s Not Just for Kids

It’s back to school time.Doesn’t the Labor Day holiday always remind you of that?Of course, if you have children, you’re probably breathing a sigh of relief.But, what does this time of year mean for all of us in business?1)     Four months to make our 2009 goals.2)     Planning and budgeting for 2010For most businesses, 2009 has been a tough year. Many professionals have dealt with change, the unknown, and more responsibilities as their c

Are All Presentations Created Equal?

I just facilitated a customized presentation skills program for regional sales managers of a very large medical device company. Their objectives were to understand the differences and similarities between these types of presentations:§   management vs. leadership§   formal vs. informal§   informative vs. persuasive§   face to face vs. phone, web, etc. The irony -- although they are different, the bottom line is the same.All types o

Visual Aids 101: Help, Not Hinder Your Next Presentation

Are you suffering from “death by PowerPoint?” Many people in corporate America are.You know the symptoms … yawning participants during your slide shows or distant looks from half of the audience who are staring at your screen like zombies. Let’s be real. I personally have never heard, “Oh good – another slide!” I’m sure you would agree.So, where is the problem?I believe most presenters create their slides and think they have a presentation.Wrong!W

Virtual Or Face-to-Face Communication – The Objective is the Same

What do YouTube, blogs, Twitter, Facebook, LinkedIn, webinars, Kindles, Ezines, teleseminars, etc., all have in common?Communication and connection.It doesn’t matter whether you have only 140 characters or 2 hours to present your message, it needs to be clear, focused, and applicable to the audience at hand.Good news – that’s what we do. BRODY Professional Development teaches all communication skills. We help people create memorable (for the right reasons!) messages.If you want