Blog
Notes:
In essence, sales is simply a conversation. What happens within that conversation determines whether a sale happens or not. Like any kind of conversation, sales has an art to it. In this episode, Dan Caffarey returns to share several tips for keeping your customers engaged during pre-sales presentations.
Dan uses his background as a Cambridge-qualified business English coach to provide tips on managing speech, body language, and voice during presentations, while I give my own advice from a sales engineer’s perspective
Key Takeaways:
- Why it is important always to have an agenda during pre-sales conversations
- The value of being concise
- Tips for being a concise speaker
- How to be interactive in your presentations
- How to manage your use of filler language when speaking
- Why always ask engaging questions
- How to prepare for difficult questions during presentations
- The spectrum of presentation skills
- How to ask for feedback
- What it means to use your voice effectively
- Why a presentation is essentially performative
- How to handle an unspoken objection
- The importance of being happy when you are in a sales conversation
- How to manage your body language when you are on a video call
Quotes:
We’re not public speakers. We’re public askers. — Ramzi Marjaba
If we’re in the middle of a speech and we feel like we’re not answering the right question, we can always stop and actually ask if we’re on the right track. We don’t have to go through our scripted speech. — Ramzi Marjaba
I think it takes confidence to step away from the crutch of having the PowerPoint slides. — Dan Caffarey
Filler language is not a bad thing. But it’s only a bad thing when it affects the clarity of your message. — Dan Caffarey
What’s the purpose of your question? You must have to go behind your question. — Ramzi Marjaba
When you’re in sales, it’s about them, not about you. So if you think about it from the customer’s perspective, you’ll be able to actually ask the right questions. — Ramzi Marjaba
