A Very COVID Christmas

Santa stuffed COVID into our Christmas stockings this year. My wife and I had been able to avoid it for the last 2 years. I have to say, it packs quite a punch. And, like a bad houseguest, it wants to hang around.

So, I’ll keep this short. First, thank you for being a subscriber. And if there are topics you’d like me to write about, please don’t hesitate to let me know. Second, I wanted you to have something to read, so below are three recent posts I made on LinkedIn about presentations. Third, have a joyful and prosperous new year. I’ll rest up and get back at it next week.

Published Thursday, December 22^nd

In a sales presentation or demo, your goal is to persuade, to influence.

Period.

Full stop.

Informing is not the goal.

Describing is not the goal.

Explaining is not the goal.

Making it interesting is not the goal.

Making the slides pretty is not the goal.

These are all just means to the end.

You use them to help you persuade.

Published Thursday, December 8^th 

There’s an old saying when it comes to giving presentations:

“Podiums are poison. Lecterns are lethal.”

That’s because they create a barrier between you and the audience.

So, even if there’s one there, get out from behind it.

But, what if there’s no place else to stand, and you have to use the podium?

Whatever you do, please don’t read your speech.

Remember that your parents used to read to you to put you to sleep.

Instead, work from an outline, make eye contact as best you can, and trust yourself.

Published Tuesday, November 29^th 

In a client or prospect presentation, whenever you’re asked to go over something again, don’t blow it by saying, “What I said before was…” as if they weren’t listening.

Chances are you weren’t clear or didn’t give them enough detail.

And, sometimes, something even better is going on.

You’ve hit on a hot button, and a brand new ally is subtly trying to help you.

Instead, say something like, “Happy to do that. It’s an important piece of our system…”

Either way, you’ve just been handed a gift.

Until next time…

Bob