Leadership: Best Sales Presentation Advice I Ever Received
In my leadership and executive coaching practice, clients often ask the best advice I very received. It is hard to name a single one, but this is the best in the sales presentation category:
Many years ago, one of my former partners at Montgomery Securities, John Skeen, gave me a practical approach to the process of persuasive communication. He pulled me aside after my first presentation to the partners. He said, “David, that was okay, but remember that every element – indeed every word – of every persuasive communication you ever make in a business setting must meet the following three criteria or it must be thrown out: it must be focused, conclusive, and engender greed or fear. There is no time to be anything but on point. No one wants your details; just provide your conclusions. And embed the message with something that tugs on the basic needs of your listener.” To this day, I edit my business communications accordingly.