How To Engage Your Audience/Prospect

(Book Excerpt from The Power of Storytelling – https://bit.ly/17T5ctj) As an influencer your purpose is to do one thing: engage the audience. What do you think it means to engage? According to Webster’s, to engage means to cause someone to be involved; to attract their attention; to engross them. If you are teaching, leading, selling or speaking, your purpose is to engage your audience. Above all, you want to grab their attention and get them involved. Your prospect, client, customer, employee, team member, or student has to be engaged or they won’t buy your product, act on your idea or implement your plan. Without engagement, there is no influence. In the spirit of engagement, I believe that we should move from giving sales presentations to having sales conversations. There’s a huge difference between the two. A sales presentation, by definition, is a monologue, while a sales conversation is a dialogue–it
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Should You Give Sales Presentations or Have Sales Conversations (Part 2)

Let’s continue our conversation on sales presentations vs sales conversations. If you didn’t read part 1 – you can do so by clicking on the previous post below. Before we dive into particulars – I want to continue to discuss the mindset of this approach. I had an interesting conversation last week that will help you understand my thought process toward this. Last week I was at the National Speakers Association Conference. While I was there I met many other speakers and the typical conversation started by someone asking – what do you speak on? I was asked what do you speak on several times and I replied to one particular lady – I speak on influence to sales & leadership organizations. She said, “so are you a sales speaker or a leadership speaker?” And I said, “Both.” She looked puzzled and responded, “You can’t be both.” I laughed and
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