Making Presentations

Life Beyond the Product Pitch

In today's face-to-face selling environment it's essential to get beyond the old-fashioned product pitch. The fundamental reason that it's essential can be stated in the form of a seemingly crazy proposition: Nobody has ever bought a product.

Personalizing the Presentation

Updating, upgrading, and personalizing sales materials can be a great selling asset.

Phony Phrases to Avoid

Scripted sales pitches can make you sound insincere. Make sure you don't make these common errors.

Listen for Your Tone

Use a tape recorder to monitor your own voice and improve the salesperson's "most important single undeveloped skill."

"I No Get. Too Deep. Goodbye"

Graham Denton reflects on how important it is not to talk over your customer's head.

Keep Them Wanting More

Graham Denton assesses some unconventional advice about when you should and when you should not hand out sales brochures.

Five communication pitfalls that can ruin a sale

here are a lot of dangerous verbal signals you can send that will jeopardize a sale. Here are the top five.

What Your Card Says About You

Guidelines from Money magazine contributing editor Don Cooper on how a properly designed business card can present you professionally.

It's Not What You Say, But What You Ask

Before you make that next product presentation, read about these four valuable lessons and how they can help you make sure your next presentation hits the mark.

Follow-Up - Speed and Reaction Counts

Your initiative and responsiveness will get you the customers