08
SEP
2015

Presentations: The importance of the conclusion

I’ve many times posed the following question to groups: “What is a presentation?”. Those that hazard an attempt usually reply that it is the sharing of information. Well, so is an email, a book, a letter or a memo – so I disagree. I’ve always defined a presentation as “a...
06
JUL
2012

Presentations: Why They Didn’t Buy

I have heard that the number one reason prospects don’t buy from a salesperson is that the former failed to actually ASK for the business. If my personal experience is anything to go by, this must be true. But it goes a little further than this. You can ask for the business...