Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. We are presenting Tom’s information in a series of blogs. Today, in part two, he talks about the five most common mistakes people make when selling (or persuading) online. Click here for part one. You can listen to the entire WebEx event here.
Here are the five most common mistakes I see people make when selling online:
1. Not having a structure.
So many people don’t have a beginning, middle and an end. They don’t state a clear objective like, “Here’s what I’d like you to get out of our presentation today, and here’s what I’d like you to do.” When you don’t have a structure, the participants don’t know what to expect from your meeting.
2. Death by PowerPoint.
Most of the presentations that I see have too much information. The problem with having too much information on the slide is that we are naturally inclined to want to read what’s in front of us, and that is a major distraction if you have too much information. Here are some other classic Death by PowerPoint complaints:
- “Presenters talks about themselves too much.”
- “Too much focus on pain point.”
- “Set up of things I already know and live with.”
- “Not getting to the point.”
- “Not prepared.”
- “Weird fonts makes it hard to read.”
- “Reading the PowerPoint.”
- “Speaker gets ahead of the presentation.”
- “Presenters who talk a lot around the topic instead of focusing on the topic itself.”
- “Lack of interaction.”
- “Jumping around.”
- “Lack of enthusiasm.”
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Tags: Guest, sales, Tutorial, WebEX
Don't put your prospects to sleep!
Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. His clients include Google, Clif Bar, McKesson, Cisco, and Symantec.
Tom was former vice president of sales for two different fast-growing technology companies in San Francisco. Tom also spent some time in Hollywood as an actor where he learned valuable strategies for designing and delivering engaging presentations.
We will present Tom’s information in a series of blogs. Today, in part one, he talks about the role of virtual sales and the value of using tools like WebEx. He also offers his first tip for success. You can listen to the entire WebEx event here.
Presenting and selling in the virtual environment is the wave of the future. It’ll never replace the face-to-face meeting, which is something we’ve been doing for centuries, but it can be an incredibly effective means of communicating both our message and our value to our prospect. That said, it will mean next to nothing if we can’t effectively engage them.
What is the number one challenge when selling in a virtual environment?
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Tags: Guest, sales, Tutorial
Collaboration technology has helped education come a long way in the past few years. According to ASTD, 37% of 2009 training involved electronic technology, up from 15% in 2002. As more educators use technology to increase collaboration and advance the classroom experience, overwhelming evidence shows that learning in an online environment can be as effective, or more so, as that in traditional classrooms.
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Tags: collaboration, technology, Virtual Classroom, WebEX
The Balance Question
For those of you who have checked out my presentation “Confessions of a Radical Collaborator”, you know that I love my job and I love my bike. Cycling for me is chance to get out of the office and move my body, feel the wind in my face, and really be a part of the outdoor experience. I feel strong riding up a hill and nothing but sheer exhilarating fun speeding down one! I’ve learned to trust my own momentum…physics really do work!
Riding a bike (like most things in life) is all about balance.
Remember when you first learned to ride a bike? We all do.
It's all about balance.
My father and mother owned a busy diner and just didn’t have time to teach me after school. They asked their cook and family friend, Sunny, to explain basic bike skills to me when the kitchen was slow. Sunny was patient and kind and when he took the training wheels off my pink, banana-seated, two-wheeler…I felt pretty confident.
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Tags: collaboration, debra chrapaty, WebEX
Facebook, Twitter, LinkedIn – all social media tools that have created a cultural shift in how we communicate. But can they help you sell? The answer is yes.
If you are responsible for sales or marketing, this event is for you.
During this free WebEx, our panel of experts will help you make sense of how social media and how it can have a positive impact on almost every aspect of sales. Social media is influencing buying behavior and can help you move customers through the buying cycle faster.
Reserve your spot today. Register here.
Brian Fetherstonhaugh, Chairman and CEO of OgilvyOne will facilitate a panel of thought leaders who will share their knowledge and experiences in using social media to create powerful sales strategies. Read More »