Tag Archives: Sales

10 Reasons to Retire the Traditional “Company Presentation”.

One of the most common forms of Business presentations is that of “The Company Presentation”. The purpose is normally to inform the audience about the history and development of the organization from its foundation to the actual date and to … Continue reading

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6 Common Interviewing Problems.

In general, the purpose of an interview is perceived as being to obtain information from one person by another person who asks a series of questions in a logical sequence to reach a specific objective. This definition might equally be … Continue reading

Posted in Advanced Communication, Cursos, General Communication, Leadership, Meetings & Teleconferences, Negotiation, Neuro Linguistic Programming, Sales, Training & Development | Tagged , , , , , , , , , , , , | 2 Comments

Reflections upon Completion of a Training Project in Manila

I have just had the pleasure of delivering our course, “The Art & Science of Presentations for Marketing & Sales” to 10 batches of C-suite Executives, Senior Managers and their subordinates (in groups of 10-12) in one of the leading … Continue reading

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Present before Negotiating? What a Novel Idea!

In this article, I am working on the premise that prior to the negotiation stage of any deal, there is an initial selling stage: in other words, first there has been some sort of “sales” process – whether it is … Continue reading

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What are “Needs”, “Wants” and “Lacks” and Why are They Important?

It is common in many marketing, sales or training courses and in most businesses to hear people talking about how to meet the Needs and Wants of the customers / clients / learners. However, if we focus only on these … Continue reading

Posted in Advanced Communication, General Communication, Leadership, Negotiation, Sales, The Art & Science of Presenting in Public, Training & Development | Tagged , , , , , , , , , | 3 Comments

Oh NO! not ANOTHER boring company presentation!

Situation Mick is the Marketing Director of a multinational company who has been invited to make a presentation to a potential client that could become a key account for the company. On the morning of the presentation he checked the … Continue reading

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The Traditional Selling Cycle Vs the Modern Buying Cycle of the 21st Century

The Traditional Selling cycle is always based on the concept of actually selling a product to someone. This includes the steps of: – Prior Investigation (if possible) from the office of the salesman. In the Sales Interview, the action plan … Continue reading

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