Have you ever wondered what makes someone influential? Why did people follow Gandhi? Or Martin Luther King Jr.? What makes leaders, entrepreneurs, politicians or salespeople influential? These are the questions I have asked myself for years. In my career I have had a chance to work with and share the stage with some of the greatest influencers in the world and I’ve studied them. I’ve watched their way of being, their interactions, the way they treat people and I’ve tried to understand this elusive quality we call influence. The great thing that I’ve discovered about influence is that it comes down to just three things. More importantly though, these are things that we control. So if you want to be more influential, then work on improving the three C’s. – Character – Competence – Communication 1st C – Character Billionaire John Huntsman once said, “There are no moral shortcuts in
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Should You Give Sales Presentations or Have Sales Conversations (Part 5)
I only have a few more posts on this topic. If you have been following this ongoing conversation – I hope you have learned something. I have received tremendous feedback and appreciate all your thoughts. To view earlier parts – click on the earlier blog posts below. Last post we talked about the importance of asking questions to turn your sales presentation into a sales conversation. With that in mind I want to talk about the role & importance of both competence & confidence. If you are going to make it a sales conversation than you need to know that even though you give the same presentation every time (generally) you really never give the same presentation. What does that mean? It means that you will probably cover the same points and arrive at the end goal – but the conversation will be organic and will be different with every
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