Student Readings

Understanding Feature-Function-Benefit Presentation

Feature-function-benefit selling presentations are effective because they work. For the purpose of brevity I will refer to it as “FFB” in this article. A professional sales training program will include this important technique in some form or another. You may see it referred to by a slightly different name, such as feature-need-benefit or another closely …

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Shamus Brown’s Top 5 Sales Presentation Tips

When its time to give your next sales presentation, here are my favorite tips for delivering powerful, charismatic, and engaging sales presentations. #1 – PLANT YOUR FEET SQUARELY ON THE FLOOR How you hold your physical body during your sales pitch communicates a tremendous amount of information about you to your audience. Studies have shown …

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Improving Presentations – The 5 Purposes of a Presentation

Most presentation text books talk about the importance of having a single purpose for your presentation. While I understand the logic, the fact is presentations, like life, are messy. Rarely as a presenter are we trying to satisfy just one need. There are several important priorities we need to consider and for that reason, I …

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Powerful Presentations: 4 Easy Steps to Making Interesting Presentations

Why is it that some speakers captivate an audience from the very start of their presentation while other speakers don’t? Great presenters have structure to their presentations and a consistent format they use to ensure fabulous presentations every time they speak to a group. Great presenters understand that individuals within the audience have different learning …

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Giving a Great "Walk Around" Sales Presentation

Salespeople should know that a walk around isn’t just a presentation, it is a chance to discover the customer’s needs and turn your product or services features into a benefit for that customer. Learning good selling techniques takes practice and learning how to give a “walk around” sales presentation is essential to the sales process. …

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Leaving the Script Behind: How to Power Up Your Presentation Like the Pros

What sets the best presentations and briefings apart from the mediocre ones? It’s the presenter of course. No amount of slides and no script can do what the presenter themselves can for an audience: communicate powerfully and persuade. Real presentation skill is about showing your audience something that’s not on the slides, not on the …

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How to Make an Effective 10-Minute Presentation

You only have 10 minutes to present before your Chamber group, networking organization or BNI (Business Networking International) group. You’ve never spoken before a group of diverse business peers before and don’t know where to start. If you do your job well, you’ll be well-remembered and well thought-of, but if you don’t…don’t worry – you’ll …

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