Should You Give Sales Presentations or Have Sales Conversations? (Part 1)

Interesting question: Should you give sales presentations or have sales conversations? Over the next couple of weeks I am going to share my thoughts around this subject and in the spirit of the post I will ask you to participate in the conversation. Feel free to comment, send me your thoughts and pass this on to others to join in the conversation. So here is the starting point – if you are in sales, or involved with people for that matter – you are an influencer. I believe influencers should have one focus and that is on the other person. Meaning on your audience. If you want to influence – it’s not about you, it’s about them. So let’s go back to our theme. A sales presentation by definition is a monologue. While a sales conversation is a dialogue. If you want to make it about them – they have
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Care: A Great Investment

As a leader it is imperative that you invest in your people everyday. You’ve heard about going the extra mile, reaching above and beyond. If you want to be a person of influence, going the extra mile is exactly what investing in people is all about. Let me give you a great example of that. In 2003 on “Good Morning America,” Charlie Gibson was interviewing General Earl Hailston of the United States Marine Corps. General Hailson and his Marines were stationed a few miles outside of Iraq waiting to go to war. Throughout the interview they discussed the morale of the troops, and the plan and purpose of the mission. Then at the end of the interview, Charlie asked an interesting question. He said, “General do you have any hobbies, anything that you like to do other than your career?” General Hailston replied, “I do, I love photography and particularly
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A Networking Observation

Yesterday I went to a networking event for lunch. There were about 80 people there and we were assigned to tables with 8 at each table. The conversation was good, but superficial throughout the lunch. The typical question was directed at the name of the company on the name tag. “Tell me about XYZ company?” or “What do you do at XYZ?” Then the event director introduced an activity. We went around the table and each of us had two minutes to answer a personal question and then 2 minutes to talk about what we do professionally. The personal question was either “What is a mistake you have made in the past?” or “What has been a memorable sporting event for you?” I don’t think it mattered what the personal questions were but the interesting thing that happened was when people began to open up and talk about personal things,
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