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The Impact Statement Builder

Written by Richard Peterson

Customers have been successfully trained to expect boring and trite presentation
openings. They have witnessed the same dull and mundane presentation openers
and crave the unconventional and unexpected. Thus, how you open your sales
presentation can make or break your sales career. Follow this checklist for your next
presentation and you’ll have a memorable and effective opening.

Does your presentation opening include one or more of the following elements?
Avoid the Bottom 20 Percent
1. A clear and credible statement of benefits by Tony Alessandra
2. Something that arouses curiosity Click for Special Offer
3. A question to start
4. A startling statistic
5. A challenge to a societal norm
6. A contradiction of a recognized expression or tradition
7. An analogy Sales Poll
8. A reference to a case study
9. The repetition of a high-profile expression or theme known to the audience Is your sales presentation:
10. The use of a one-word opener followed by a pause for impact Fixed
Fluid
Words and Phrases for Presenters to
Avoid Fumbling
Now that you have your audience’s
attention, what do you say? There are
words heard in presentations, which are
common and offend many sales
audiences.
Sales Events
These words come easily to some of us,
and to put it bluntly, they demean us as 06.09.2008
sales presentation experts. Hastily chosen The Sales Leadership Conference
words can successfully annihilate our 06.09.2008
credibility and dash any hopes that our Breaking Barriers to Higher
sales audience will have faith in our Business Potential
opinions or knowledge. When you have a 06.10.2008
powerful message to deliver, don’t dilute Time Management / Personal
it with wishy-washy words. You know the Productivity
ones—timid space fillers that make a lot 06.11.2008
of noise about nothing. Choose your The Secret to Closing More Sales
words carefully, and above all, deliver on 06.12.2008
your words of promise. 12 Must-Dos for Creating
Sustainable Value in Your...
Top 10 worst words or phrases to use in presentations:
1. likely will
Quote of the day
2. probably could
3. maybe
Magazine Issues People who produce good results
4. think so feel good about themselves.
5. I (we) believe Tomorrow's Trade Show -Ken Blanchard
6. I (we) feel
7. kind of /sort of Sales Marketing
8. try to
9. want to Tell a friend about
Developing Relationships
10. should be
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Take a look at the previous list once again. Notice that these are words frequently Sales Talk
pounced upon by attorneys in court. The goal of the defence is to cast doubt, Your name:
undermine credibility or create suspicion in the argument presented by the Recession Reality
prosecution, who then take a similar position. If you use these words or phrases in * Your e-mail:
delivering a message, while seeking to gain mutual agreement in a selling situation,
or when trying to inform or educate an audience, how successful will you be?
* Friend's e-mail:
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About the author:

High Stakes Presentation Tactics for Sales Warriors by Richard

Peterson, CSP. Learn and use the three pronged attack to high
stakes sales presentations and the ten point impact statement
builder to put the odds of winning in your favor. Become a well
armed sales presentation warrior. Learn more at
http://www.passociates.com/
Richard
Peterson Read More >>

Related Articles:
What's Your Value Proposition?
Say It With Fewer Words
5 Tips For Giving Presentations That Consistently Sell
Selling Successfully in a Recession
The Presentation Trap

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