If you want to sell a ton of products and services, don’t sound like a corporate stiff. Be yourself. (That is, unless you are a corporate stiff) Act like you are talking to a friend. Don’t recite your presentation from the PowerPoint that’s behind you or spew out your company mission statement. Because your job on the outside is to translate the message created on the inside. In fact, you exist in sales BECAUSE you are good at taking an often complex message and getting to bottom line benefits.

So this week, while delivering your presentation, keep it real. Think about what YOU would need to hear as a prospect to get YOU excited, by focusing on the plainspoken benefits. You will arrive at those benefits by answering this question at least three times. HDTHMP-How Does That Help My Prospect? When you can no longer answer that question, you will have arrived at the real reason the prospect needs your product or service. And by delivering your value in its simplest form, your prospect will come to the simple conclusion that they cannot live without you.

Brian Sullivan, CSP teaches salespeople how to become famous in their industry. Download his free iPhone App by going to www.preciseselling.com. The App contains dozens of specific lessons on insurance sales sales training and insurance sales training tips that you can use everyday to help you perform at the highest level.

“The one advantage of playing with fire…is that no one ever gets singed. It is the people who don’t know how to play with it who get burned up.”
-Oscar Wilde

Did you watch the Super Bowl this year? Well of course you did! Well, at least you had it on the tube, right? In fact, you might have been having too much fun to watch the actual game but when those commercials came on you immediately became glued to the set, right? And why is it that viewers are more interested in those commercials than on any normal viewing day? It’s because most of them get a reaction out of you and usually that reaction is a laugh or a smile. In fact, 86% of commercials played during the Super Bowl contain some sort of humor or fun message. Why, you ask? It’s because FUN WORKS! The sponsors realize that if they can get those muscles around your face to move in a positive way, there is a chance you will make a move for your wallet in a way that’s positive for them.

So what about you? Do you have a Super Bowl commercial mentality? If not, it’s time to step it up. While you might not control the advertising budget at your company, you DO control the amount of fun and laughter you bring to your customers and prospects. So this week, think of something creative you can to do light up your sales territory. Become a commercial on every call. And while your competition is busy being “professional” (aka boring), your risky creativity will take the customer mentally away from work, and off to a happy place that makes them want to spend their money with you. And don’t be surprised if your competition is burned up by your results.

Speech is power: speech is to persuade, to convert, to compel. It is to bring another out of his bad sense and into your good sense.
Ralph Waldo Emerson

Have you ever sat through a corporate or business presentation, only to find yourself counting the minutes until this nightmare was over…so you can go back to being productive? Well guess what? If you don’t look at your own presentations as “show time,” your audience and team members often feel the same way!

So if YOU had the choice between jumping off a cliff or presenting a topic to a large group of people, which one would YOU choose? Fact is, every time you get an OPPORTUNITY to get up in front of a group, you are also given the opportunity to impact people in a meaningful way. And here are some quick tips to getting it done:

•    If you use PowerPoint, use as few slides as possible to get your point across. (Has anybody ever said, “That presentation was lousy because there weren’t enough slides!” ANSWER: NO)

•    Practice at least the first four minutes of any presentation OUT LOUD several times so it rolls of your tongue as if you were Ronald Reagan Obama.

•    Survey or ask the audience members BEFOREHAND what THEY want to hear. Then craft your presentation with a “what’s in it for them” message.

•    Smile, have fun, add stories, YouTube Video, etc

By focusing on these small but key areas, you will leave your audience smarter, more motivated and better prepared to put your recommendations into action. And as you add more value to them, your own value to your people, your company and your industry will increase. And as you get your audiences out of their bad sense and into your good sense, don’t be surprised if you have a few more CENTS in your pocket at the end of the year.

This week, Brian interviewed author Kevin O’Conner on his weekly radio show. Kevin wrote the book “Present Like a Pro.”  To get  specific tips on making YOU a better presenter, go to www.preciseselling.com/Radioaccess.htm to listen to the interview. To find out more about Brian’s sales and leadership programs, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com.

Do you look at your customers as friends? And do they see you as a friend? And what is your definition of friend? Well, the dictionary describes a friend as a person you know well and regard with affection and trust. But as it relates to business, I have another definition. I believe a friend is somebody you care about so much that you feel you OWE it to them to keep them informed of the latest products and services you offer. Because if you truly believe in the benefits of what you sell, wouldn’t you FIRST want your friends to know about it.

But unfortunately, the word “friend” has been distorted by countless salespeople who believe that if they try to present too many new solutions to a “friendly” customer, they will suddenly stop being their friend. On the contrary! Because by delivering value to your “buddies” you will create friends for life. And your friendship will be built on a foundation of service, not a foundation of knock-knock jokes, indifference and sales guilt.

So this week, don’t forget that while many of your customers make you feel like you are part of the team, your friendship is NOT what they are paying for. They are paying for your professionalism, your knowledge, and your ability to match their needs with the perfect solutions. Keep selling them products and services that make their life easier, more efficient and more profitable and you will create value-based friendships that are nearly impossible to break.

President of Kansas City-based PRECISE Selling, Brian delivers seminars and Internet training programs on sales, customer service, leadership and presentation skills to companies of all sizes. He also hosts the radio talk show Entrepreneurial Moments, a show dedicated to personal and business development. To find out more, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com.