Better Presentations More Sales

Offer Incentives not Discounts

In this episode of the Better Presentations More Sales Podcast Marco Torres from MarketingBoost.com share tips and ideas to help you avoid giving discounts and instead offer your customers tangible added value in the form of incentives.

Marco is going to explain how you can make incentives work for your company regardless of the size of your organisation and he’s got a great offer as well if you want to try out the incentive programme that his clients use.

Marco's three step plan for you:

1. Stop undercutting yourself - stick to your prices - don't discount
2. Offer a high value incentive you don't personally have to fulfil
3. Wow your new clients and customers

Marco’s two top tips to finish the show were:

Stay thirsty for knowledge – if you are going to continue to be successful in business you need to keep learning

Look at all the processes the you have that are the same all the time and look to either automate them or outsource them or potentially both

Here is a link to the Marketing Boost website

And here is a link to the offer of utilising Marco’s products for $1 for 30 days

Here's my Listener Incentive!
If would like the chance to be sent by me a copy of my book : 12 Business Lessons from Running an UltraMarathon simply leave a review for the podcast, take a screenshot and email it to at [email protected] - don't forget to include your name and postal address. If you've already left a review - thanks very much - simply screenshot the one you already left and send it to me for a chance of being sent a signed book. 

This is episode 214 of the Better Presentations More Sales podcast -  the previous 213 episodes are available on your usual podcast app or you can listen and download them via this link. 

 To find out how more about how I can help you deliver confident, impactful, memorable and action inducing presentations in 2022 please follow this link

Before you book any training or coaching with me it is important for you to be sure that I’m the right person for you or your team so let's have a 15-20 minute informal no obligation no charge chat on Zoom. Simply click on this link to make that happen.

Thanks for listening. If you like the show please do leave a review via your podcast app. or comment in Linked in or share with others. Any / all of those actions would be much appreciated.

I can help you transform your business presentations, create and convert sales opportunities and win more sales pitches. Click on the links below to find out more and book a free 15-20 minute Zoom call with to discuss what you might need help with.

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My latest book: 7 Steps to Successful Presentations

In this episode of the Better Presentations More Sales Podcast Reuben Swartz from Mimiran.com share tips and ideas to help you deliver compelling sales proposals

Reuben talks about the need to make the buyer the hero of your proposal rather than yourself and to ensure that from your first paragraph, in whatever format you deliver your proposal, the buyer recognises that you have understood the situation they have, the problem they need to solve etc…

Far too many proposals are sent out with incomplete understanding of the buyers situation often as Rueben says because we simply don’t ask enough questions and indeed enough of the right questions to ensure we fully understand what the buyer is looking for from us

A great tip that Rueben shared was for you once you have compiled a proposal to go through it with three highlighter pens. 

Mark in green everything that is about the buyer and their company, in yellow things that may confusing or jargony and in red the things that are entirely about you.

Ideally you should little or no yellow some red but almost all green! Try it! 

Here's how you can find Reuben and his company: 

Company and CRM : https://www.mimiran.com 

Podcast: https://www.salesfornerds.io 

The blank proposal template mentioned in the podcast: https://www.mimiran.com/sample-proposal/fill-in-the-blank-consulting-proposal-template/ 

online course on sales proposals, currently 80% off on AppSumo: https://appsumo.com/products/marketplace-sales-proposals-the-right-way/ — 

Linked In : https://www.linkedin.com/in/reubenswartz

Twitter: https://www.twitter.com/sales4nerds

Facebook: https://www.facebook.com/mimiran

This is episode 213 of the Better Presentations More Sales podcast -  the previous 212 episodes are available on your usual podcast app or you can listen and download them via this link.  

To find out how more about how I can help you deliver confident, impactful, memorable and action inducing presentations in 2022 please follow this link

Before you book any training or coaching with me it is important for you to be sure that I’m the right person for you or your team so let's have a 15-20 minute informal no obligation no charge chat on Zoom. Simply click on this link to make that happen.

If would like the chance to be sent by me a copy of my book : 12 Business Lessons from Running an UltraMarathon simply leave a review for the podcast, take a screenshot and email it to at [email protected] - don't forget to include your name and postal address. If you've already left a review - thanks very much - simply screenshot the one you already left and send it to me. 

Thanks for listening. If you like the show please do leave a review via your podcast app. or comment in Linked in or share with others. Any / all of those actions would be much appreciated.

I can help you transform your business presentations, create and convert sales opportunities and win more sales pitches. Click on the links below to find out more and book a free 15-20 minute Zoom call with to discuss what you might need help with.

Presentation Training

Sales Training

15 Minute Free 'How can I help you' Zoom call

Trevor Lee Linked

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My latest book: 7 Steps to Successful Presentations

How to launch a B2B podcast

Prarthana Sibal is head of client services at B2B podcast agency Pikkal. Prarthana and her team give guidance to corporates on how to launch a B2B podcast.

In this episode of the Better Presentations More Sales podcast Prarthana shares with listeners a whole host of tips, ideas, and advice that can help begin their B2B podcasting journey and importantly the reasons why they should be doing it.

These reasons include:

Using a podcast to create conversations, build stronger relationships with existing clients, build awareness of and communicate your brand.

Prarthana advises small businesses to start their podcast journey by being a guest by building a story that will be appealing to podcast hosts.

For corporates Prarthana’s advice is to enter the B2B podcast space now whilst it is still emerging and growing. Her advice is to align the podcast with the business objectives and to commit to a host, ideally someone from within the organisation.

And to be consistent in publishing. In the way this podcast comes out every Monday. 

And what about the stats we sometimes overly obsess on?

Prarthana suggests focusing on levels of engagement - data that shows how much of a show is listened to and also podcast rankings in the sector or niche your podcast is operating in. 

You can connect with Prarthana on Linked In 

And reach out via Pikkal.com 

This is episode 212 of the Better Presentations More Sales podcast -  the previous 211 episodes are available on your usual podcast app or you can listen and download them via this link.  

To find out how more about how I can help you deliver confident, impactful, memorable and action inducing presentations in 2022 please follow this link

Before you book any training or coaching with me it is important for you to be sure that I’m the right person for you or your team so let's have a 15-20 minute informal no obligation no charge chat on Zoom. Simply click on this link to make that happen.

If would like the chance to be sent by me a copy of my book : 12 Business Lessons from Running an UltraMarathon simply leave a review for the podcast, take a screenshot and email it to at [email protected] - don't forget to include your name and postal address. If you've already left a review - thanks very much - simply screenshot the one you already left and send it to me. 

Thanks for listening. If you like the show please do leave a review via your podcast app. or comment in Linked in or share with others. Any / all of those actions would be much appreciated.

I can help you transform your business presentations, create and convert sales opportunities and win more sales pitches. Click on the links below to find out more and book a free 15-20 minute Zoom call with to discuss what you might need help with.

Presentation Training

Sales Training

15 Minute Free 'How can I help you' Zoom call

Trevor Lee Linked

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My latest book: 7 Steps to Successful Presentations

Andy Paul is a global sales guru, top podcaster and entrepreneur. He is also a business author who's latest book is Sell Without Selling Out

In this episode of the Better Presentations More Sales podcast Andy shares with listeners a whole host of tips, ideas, and advice that can help them ultimately get better at sales by using a proven framework which will increase win rates and shorten decision cycles but without the sales behaviours buyers hate. 

To that end Andy shares the most important question every buyer will ask – why you?

• Why should I invest my time in you?
• Why should I take advice from you?
• Why should I let you influence me?

Andy wants to rid the sales world of tired scripts and pushy pitches. Instead he wants salespeople to embrace the innate human behaviours of connection, curiosity, understanding and generosity. Andy describes these as the four ‘sell in pillars’.

If you work in sales or you are a sales leader then you will be inspired to do things differently by listening to Andy.

And in his summing up top tips Andy sets salespeople two challenges:

Firstly when you are interacting with a potential new customer or indeed a new business person  ask five questions of them before you say anything about yourself

The second challenge is that when you are about to launch into a statement of fact about your business or your product or even yourself turn that into a question as well

Andy’s book is available through lots of bookselling outlets 

You can find out more about Andy at AndyPaul.com where you can also take his five minutes self assessment

And you can connect here with Andy on LinkedIn

This is episode 211 of the Better Presentations More Sales podcast -  the previous 210 episodes are available on your usual podcast app or you can listen and download them via this link.  

To find out how more about how I can help you deliver confident, impactful, memorable and action inducing presentations in 2022 please follow this link

Before you book any training or coaching with me it is important for you to be sure that I’m the right person for you or your team so let's have a 15-20 minute informal no obligation no charge chat on Zoom. Simply click on this link to make that happen.

If would like the chance to be sent by me a copy of my book : 12 Business Lessons from Running an UltraMarathon  simply leave a review for the podcast, take a screenshot and email it to at [email protected] - don't forget to include your name and postal address. If you've already left a review - thanks very much - simply screenshot the one you already left and send it to me. 

Thanks for listening. If you like the show please do leave a review via your podcast app. or comment in Linked in or share with others. Any / all of those actions would be much appreciated.

I can help you transform your business presentations, create and convert sales opportunities and win more sales pitches. Click on the links below to find out more and book a free 15-20 minute Zoom call with to discuss what you might need help with.

Presentation Training

Sales Training

15 Minute Free 'How can I help you' Zoom call

Trevor Lee Linked

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My latest book: 7 Steps to Successful Presentations

Dan Fraser coaches speakers and trainers to captivate audiences and hold their attention by showing them how to deliver KickAss Presentations. With over 20 years as a police officer, tactics instructor and owner of Fraser Training Solutions as well as his experience as a stand-up comedian Dan has taken all his insights tips and ideas on how to deliver KickAss Presentations and put them all into his new book Kickass Presentations.

In this episode of the Better Presentations More Sales podcast Dan shares with listeners a whole host of tips, ideas, and advice that can help them ensure that they are not the ones who deliver dull, painful and valueless presentations.

Dan talks about slides and how best to use them, about humour and its value in presentations, about the use of props and the importance of practice.

Dan also shares some top tips around how to deliver energised and interactive virtual presentations

So what are Dan's three top tips for you to take away and implement immediately?

Try these if you want to deliver better presentations:

• Master your content – really know everything about what you are talking about
• Know your objective – what is it you want the audience to feel and also takeaway?
• Have just one idea per slide – it’s not usually the number of slides that cause Death by PowerPoint more the content on individual slides

KickAss Presentations is available via https://kickasspresentationsbook.com

You can also connect with Dan on Instagram and Facebook:
https://www.instagram.com/kickass_presentations
https://www.facebook.com/kickasspresentations

This is episode 210 of the Better Presentations More Sales podcast -  the previous 209 episodes are available on your usual podcast app or you can listen and download them via this link.  

To find out how more about how I can help you deliver confident, impactful, memorable and action inducing presentations in 2022 please follow this link

Before you book any training or coaching with me it is important for you to be sure that I’m the right person for you or your team so let's have a 15-20 minute informal no obligation no charge chat on Zoom. Simply click on this link to make that happen.

If would like the chance to be sent by me a copy of my book : 12 Business Lessons from Running and UltraMarathon simply leave a review for the podcast, take a screenshot and email it to at [email protected] - don't forget to include your name and postal address. If you've already left a review - thanks very much - simply screenshot the one you already left and send it to me. 

Thanks for listening. If you like the show please do leave a review via your podcast app. or comment in Linked in or share with others. Any / all of those actions would be much appreciated.

I can help you transform your business presentations, create and convert sales opportunities and win more sales pitches. Click on the links below to find out more and book a free 15-20 minute Zoom call with to discuss what you might need help with.

Presentation Training

Sales Training

15 Minute Free 'How can I help you' Zoom call

Trevor Lee Linked

Trevor Lee You Tube

My latest book: 7 Steps to Successful Presentations

The presentation or pitch Q and A - a common way to finish but one that is often overlooked in its importance. 

The presentation or pitch Q&A is a great opportunity to re-emphasise some of your key points but is often wasted through poor or non-existent planning in advance by the presenter. 

So here are 6 tips for a better presentation or pitch Q&A:

1. Talk the organiser through your Q&A plan

Almost always presenters leave the Q&A plan to the organiser. Don’t do this. Instead discuss with the organiser how you would like the Q&A to run and that you want to run it not them. If you're in charge of taking the questions it will be easier for you to keep your presentation or pitch momentum flowing. 

2. Q&A before your summary

Usually the presenter finishes with the delivery of their rousing summary and then the Q&A begins. No one asks any questions, the whole things goes flat and the audience leave, as does the presenter, feeling a bit deflated. Avoid that by having the Q&A before your rousing finish. Try it. It works really well because this simple change means the Q&A is no longer the last thing your audience hear from you. Once the Q&A gets moving time can quickly disappear so don't forget you've still got your rousing summary / finish to deliver so ensure you have sufficient time left to do that. 

3. Prepare a couple of rhetorical questions

It’s not a great feeling as a presenter if you’ve put everything into your presentation and then the Q&A comes along and no-one asks any questions. Counter this by preparing in advance a couple of questions to ask yourself - and make them about the key points from your pitch or presentation, that then gives you the opportunity to re-emphasise those key points. For example I might say; 'Ladies and Gentlemen whilst you are thinking of a question to ask me the one I most asked during a Q&A is 'what is the best way to practice a presentation?' - you then answer your own question. I think you can do this twice. If at that point no one still has any questions swiftly go into your rousing finish noting that you've probably gained a couple a couple of minutes that weren't used in the Q&A. 

4. Don't interrupt but be ready to interrupt

Try and avoid interrupting someone's question. It can be annoying if you do that. Many presenters are so eager to answer a question they jump in before the question has been fully asked. Don't do that unless... the question asker is taking an age to ask a question which is not good news if you’ve only got a few minutes for a Q&A.  

5. Don't spend too long answering questions 

This happens a lot. Presenters love talking so when they are asked a question there is a tendency to spend too long answering it. Give a succinct answer and take the next question. I recently was on a networking call and asked someone to confirm the name of their company. They decided that was an invitation to talk for about three minutes when three seconds would have done!      

6. Park a question or person

If someone asks a question that is not relevant politely but firmly park it and move on to the next question. If you don't know an answer simply say ‘I’m sorry I don’t know the answer to your question’. But then agree to find out the answer and contact them after the presentation or pitch. Its a great way to re-connect post event. If the same person keeps asking questions, park them!

If would like the chance to be sent by me a copy of my book : 12 Business Lessons from Running and UltraMarathon simply leave a review for the podcast, take a

I can help you transform your business presentations, create and convert sales opportunities and win more sales pitches. Click on the links below to find out more and book a free 15-20 minute Zoom call with to discuss what you might need help with.

Presentation Training

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15 Minute Free 'How can I help you' Zoom call

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My latest book: 7 Steps to Successful Presentations

Marketing shouldn’t be difficult according to Tim Fitzpatrick of Rialto Marketing. Tim specialises in working with professionals and entrepreneurs in the business to business sector helping ensure marketing shouldn’t be difficult by creating the right marketing plan.

In this episode of the Better Presentations More Sales podcast Tim and I had a great conversation around how identifying your ideal client and then being consistent in your message impacts all aspects of your marketing activity including your presentations, speaking opportunities, your LinkedIn activity and potentially the way you use video and podcasts.

You will get great value from Tim in this episode and a huge amount of food for thought when you reflect on what you’re doing at the moment.

Two of Tim’s key outcomes from having a really good marketing plan are that you end up working with customers you love working with and you get to where you want to go faster – which of us doesn’t want to achieve both of those?

We talked about marketing metrics and Tim was keen to suggest that simplification is a way to maximise those metrics. So focus on:

Defining what a lead is and then monitoring how many leads you are creating

Secondly establish the source of the lead – and the easiest way to do this is to ask the potential client

Thirdly look at your conversion rate of genuine leads to actual customers

Tim’s top three tips for listeners to implement straightaway are based on asking these questions:

1.  Who do we love working with?
2.  Who are our most profitable clients?
3.  Who do we get great results for?

And then dig deep on those clients and look at the demographics and psychographics to find commonalities and then interview them and ask them:

How did they find you?

What do they love about working with you?

Why did they choose you?

What problem have you solved for them?

What benefits have they gained from working with you?

Find out more about Tim and Rialto Marketing and enjoy a free consultation https://www.rialtomarketing.com/free-consultation-request/

Go to growthmarketing plan to download the 90 day marketing plan kit http://growthmarketingplan.com/

Check out the Rialto Marketing Podcast

If would like the chance to be sent by me a copy of my book : 12 Business Lessons from Running and UltraMarathon simply leave a review for the podcast, take a screenshot and email it to at [email protected] - don't forget to include your name and postal address. If you've already left a review - thanks very much - simple screenshot the one you already left. 

This is episode 208 of the Better Presentations More Sales podcast -  the previous 207 episodes are available on your usual podcast app or you can listen and download them via this link.  

To find out how more about how I can help you deliver confident, impactful, memorable and action inducing presentations in 2022 please follow this link

I can help you transform your business presentations, create and convert sales opportunities and win more sales pitches. Click on the links below to find out more and book a free 15-20 minute Zoom call with to discuss what you might need help with.

Presentation Training

Sales Training

15 Minute Free 'How can I help you' Zoom call

Trevor Lee Linked

Trevor Lee You Tube

My latest book: 7 Steps to Successful Presentations

What would it be like to double your sales?

And double your sales in a year.

Bimal Shah helps turn entrepreneurs into pioneers enabling them to leap forward by implementing  and delivering three year business plans in just one year. 

As a pioneer, author, results leader and speaker Bimal has a three stage platform for business people to use from his thrive DIY version through to transform using one-on-one coaching and transcend by being part of the Pioneer platform community.

During the episode Bimal will encourage you to think big, to think beyond where you are today and thus think like a pioneer. He shares five things that every entrepreneur can do now to help double their sales including:

• Targeting a better market
• Creating a customer list and then recognising that you might need between seven and 25 different touch points to start the customer conversation
• To leap forward by going backwards
• To identify the gaps and then looking at who, what and when is needed to fill those gaps
• And then to have a weekly sprint meeting to ensure the plan stays on track and on timescale

As a speaker Bimal also shares three top tips for those who deliver presentations: 

1. Be yourself 
2. Understand your audience and 'three victories' they want to take from your presentation
3. And always ask for feedback and then separate the useful from the useless!

And finally one of the challenges we all have in business is converting insights and ideas into actions so Bimal suggests you create a simple two sided list on a single piece of paper listing on one side the insights and ideas and on the other side the action and agreed timescale for the turning insights via implementation into action

You can download Bimal’s resources at The One Year Breakthrough website 

This is episode 207 of the Better Presentations More Sales podcast -  the previous 206 episodes are available on your usual podcast app or you can listen and download them via this link.  

To find out how more about how I can help you deliver confident, impactful, memorable and action inducing presentations in 2022 please follow this link

Before you book any training or coaching with me it is important for you to be sure that I’m the right person for you or your team so let's have a 15-20 minute informal no obligation no charge chat on Zoom. Simply click on this link to make that happen.

To find out more and potentially purchase my book please click here: 12 Business Lessons from Running and UltraMarathon. 

Thanks for listening. If you like the show please do leave a review via your podcast app. or comment in Linked in or share with others. Any / all of those actions would be much appreciated

I can help you transform your business presentations, create and convert sales opportunities and win more sales pitches. Click on the links below to find out more and book a free 15-20 minute Zoom call with to discuss what you might need help with.

Presentation Training

Sales Training

15 Minute Free 'How can I help you' Zoom call

Trevor Lee Linked

Trevor Lee You Tube

My latest book: 7 Steps to Successful Presentations

Would you like to overcome presentation fear?

Nic Aguirre is a mental performance coach helping people like you manage your stress and reclaim your mental-emotional bandwidth so you can perform like a machine, shatter your limitations, and feel great while you do it!

Nic shares in this episode how to overcome presentation fear providing great insights into how the subconscious and conscious mind performs so that as Nik suggests you are both the actor and the director.

We had a great conversation and Nic shares some really good tips and advice whether you are trying to overcome the fear of doing a presentation, maybe for the first time, through to those of you who are at the other end of the scale where you present often but maybe now is the time to reflect on how you present to ensure you are continually aiming to get better.

Nic’s top tips for helping you overcome the fear of presenting are:

Firstly take five minutes a day to visualise success and keep repeating those five minutes, particularly during the countdown towards the day of your presentation

Secondly use audio as a tool for passive repetition – so simply record onto your phone or whatever some statements that you want yourself to believe in around your own performance and then keep playing them back to yourself – but when you do the recording do it with conviction

You can find out more about Nic at Apex Mind Coaching 

And here on Linked In 

This is episode 206 of the Better Presentations More Sales podcast -  the previous 205 episodes are available on your usual podcast app or you can listen and download them via this link.  

To find out how more about how I can help you deliver confident, impactful, memorable and action inducing presentations in 2022 please follow this link

Before you book any training or coaching with me it is important for you to be sure that I’m the right person for you or your team so let's have a 15-20 minute informal no obligation no charge chat on Zoom. Simply click on this link to make that happen.

To find out more and potentially purchase my book please click here: 12 Business Lessons from Running and UltraMarathon. 

Thanks for listening. If you like the show please do leave a review via your podcast app. or comment in Linked in or share with others. Any / all of those actions would be much appreciated

I can help you transform your business presentations, create and convert sales opportunities and win more sales pitches. Click on the links below to find out more and book a free 15-20 minute Zoom call with to discuss what you might need help with.

Presentation Training

Sales Training

15 Minute Free 'How can I help you' Zoom call

Trevor Lee Linked

Trevor Lee You Tube

My latest book: 7 Steps to Successful Presentations

It is easy to think that a 5 minute presentation delivery and construction is a piece of cake - you don't need many slides, by the time you start its over so not much to worry about, and you definitely won't dry up.
The trouble is that most 5 minute presentation delivery isn't great they are poorly constructed and badly delivered and thus fail to create the impact and audience momentum that they could.
In this episode I'm going to share with you some 'rules' that will help you deliver a flowing, impactful, momentum gathering five minute presentation.
Follow these rules and you will stand out from the crowd, be more memorable than the crowd and ensure that your audience know exactly what you want them to do next.

The rules include:

• Practising to deliver in four minutes not five
• Taking twice as much time to prepare a five minute presentation as you do a 25 minute presentation
• Not talking about yourself at the beginning
• Using props not slides 

This is episode 205 of the Better Presentations More Sales podcast -  the previous 204 episodes are available on your usual podcast app or you can listen and download them via this link.  

To find out how more about how I can help you deliver confident, impactful, memorable and action inducing presentations in 2022 please follow this link

Before you book any training or coaching with me it is important for you to be sure that I’m the right person for you or your team so let's have a 15-20 minute informal no obligation no charge chat on Zoom. Simply click on this link to make that happen.

To find out more and potentially purchase my book please click here: 12 Business Lessons from Running and UltraMarathon. 

Thanks for listening. If you like the show please do leave a review via your podcast app. or comment in Linked in or share with others. Any / all of those actions would be much appreciated

I can help you transform your business presentations, create and convert sales opportunities and win more sales pitches. Click on the links below to find out more and book a free 15-20 minute Zoom call with to discuss what you might need help with.

Presentation Training

Sales Training

15 Minute Free 'How can I help you' Zoom call

Trevor Lee Linked

Trevor Lee You Tube

My latest book: 7 Steps to Successful Presentations