Do people WANT to listen to you? 9.5 strategies to employ when presenting as a sales trainer, coach or leader

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I’m at a corporate conference about to give my 90-minute, customized, personalized talk. I spent hours preparing it – as I do all my talks – and I’ve spent the last 20 years improving my speaking, presentation, and performance skills.

I’m not just a speaker. I’m a student speaker.

Anyway, before my talk, the two corporate leaders of a multi-billion-dollar company addressed the gathered 200 in the audience. The attendees are eager to hear their words and looking for (hoping for) inspiration and direction.

Unfortunately, they didn’t get either.

The leaders, although smart and capable, are HORRIBLE presenters. I guess they don’t consider the skill important enough to master. Not good. They have a responsibility to be GREAT. Their people are counting on it.

REALITY QUESTION: How good of a presenter, sales trainer or coach are you?

REALITY QUESTION: Do your people, your audience, and your customer WANT to listen to you? Or do they HAVE to listen to you?

REALITY QUESTION: When you’re giving a talk or making a presentation, how compelling is your message?

REALITY QUESTION: Are you afraid to give a talk? NO – you’re just unprepared. Or not prepared enough to own the talk.

NOTE WELL: You can never own the prospect, the customer, or the audience if you don’t own the presentation.

When you give a talk or make a presentation, make certain you understand:

• What your engagement points are.

• How you want the audience to walk away feeling.

• What you want the audience to do tomorrow.

BIG SECRET: Think of it as a performance, not a presentation.

BIGGER SECRET: Never stand behind a podium. Get down off the platform and walk around.

BIGGEST SECRET: Learn to perform by singing Karaoke. (I did.)

If you’re giving a speech (and you should be in order to be perceived as a sales trainer or leader), or making a presentation, there are some strategies and elements you must employ in order to ensure maximum attraction, engagement, connection, and maybe even sale…

1. Use genuine humor. Start with a comment or story that leads to BOTH laughter and learning. Go on YouTube and look at my videos. They will provide answers to humor and education. At the end of humor is the height of listening.

2. Ask poignant questions. Ask people what they’re hoping for. Make the people you’re addressing THINK. Especially about themselves.

3. Ask intellectual questions. Talk about their experiences and yours. Show wisdom. Ask about subject matter knowledge.

4. Tell a story that relates to you AND them. Real life experiences are both relatable and create incentive to take action. NOTE WELL: Facts and figures are forgotten. Stories are retold.

5. Customization based on their real world. The people you present to only care about themselves and their issues. Focus on that. For the complete list and to learn more about how to become a better sales trainer, coach or presenter – register for my upcoming seminar here. If you are a sales professional; if you are a sales manager; if you own a coaching business; if you are a corporate trainer; if you are a consultant; if you are a professional speaker; if you do any kind of training whatsoever – this seminar is for you.


Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling.His new book, 21.5 Unbreakable Laws of Selling, is now available. For book tour dates and information about training and seminars, visit or email Jeffrey personally at

© 2013 All Rights Reserved. Don’t even think about reproducing this documentwithout written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

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Back-To-School Special – Jeffrey Gitomer’s 21.5 Unbreakable Laws of Selling For Only $15

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Proven Actions You Must Take to Make Easier, Faster, Bigger Sales…NOW and FOREVER! There are universal laws of selling that determine whether you succeed, or don’t succeed — whether you earn enough to enjoy the lifestyle you want or struggle to make ends meet. When you align the wind with your sails, you move effortlessly across the water. When your sails are out of alignment, you flounder and go nowhere. If you align your thinking and actions with these powerful laws of selling, you will be more effective and efficient. You will encounter less friction, require less energy, and get bigger results faster.

If you’re just getting started in selling, you will find the Laws invaluable. Whether or not you learn them and follow them will make or break your career. If you’ve been in sales for a while, you will find yourself saying, “I haven’t been doing that.” “I knew that! How did forget?”

When we break the Laws we pay the price. Our sales suffer. Our bank account takes a hit. It’s an effort to get out of bed and make a sales call, to do our best work — work that is aligned with the Laws. Use Jeffrey’s Laws of Selling to recharge your enthusiasm and redirect your actions back to what really works.

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