How To Win At Sales, Crush The Competition, And Score A Lifetime Customer — Pt. 1

Well, there it is… The name of my soon-to-be sales presentation!

No, unfortunately (for you), I won’t be releasing the actual details of what’s in the presentation until I put the event on. But, I’d like to talk a little bit about the process of creating this production.

So, let’s break it down to the very simple, most basic steps that this undertaking requires:

  1. Figure out what is going to be the topic.
  2. Create the content, and base it around the topic.
  3. Give it a snappy, attention-grabbing name (to draw interest).
  4. Create the slides (so the audience doesn’t have to look at this mug the entire time).
  5. Pick a venue.
  6. Set a date.
  7. Get people to commit to attending it.
  8. Give the presentation.

So far, I’ve completed steps 1-3 (with step 4 being almost completed).

Step 1: Figuring Out The Topic

I wanted to give a presentation on sales because that’s what I know (duh). It is what interests me most in the business world. And, I have a whole he** of a lot to say about it. (Now prepare yourself as I walk the fine line of being confident in my knowledge vs. sounding braggadocious…)

I read as much as possible. If I don’t have a physical book, then I fall back on one of my kindle purchases. And, if neither of those options are available, I browse entrepreneurial forums/websites. Consuming content is a keystone for success to me. However, there is a difference between consuming and thinking, and consuming and doing. It took me awhile to knock myself out of the “content junkie” phase, and move into the practice of consuming and applying.

The point being, that I have a ton of stories, facts, and opinions in my head that I love to share at any chance possible (if it can help someone else). Putting together a presentation that talks about what I’ve learned, and more importantly, how I’ve applied it, just seemed like the most logical solution. I feel it is also where I can create the most value, or take-home info, for the listener!

Now that I had a topic idea down, it was time to craft the content needed to fill out 30ish minutes of straight speaking.

Step 2: Creating The Content

As I stated above, I learn most everything from books. I have a few, key books, that have helped me out more than any others. I’ve taken principles and methods from these books, applied them into my business, and life, and have seen tremendous growth. Since these books helped me out so much, the easiest and best way, in my mind, to craft the best presentation was to take the biggest things I’ve learned from those sources, and put them in my own words.

The rough outline goes a little something like this:

  • Title slide
  • Who am I, and why should you listen to me?
  • What is sales?
  • Understanding your market
  • How to learn about your customer
  • Listening to your market
  • Sales principles vs. sales tactics
  • 10 specific ways to put yourself head-and-shoulders above your competition

Woven throughout are stories, examples, and metaphors to truly help the listener learn, and also keep it interesting!

So, what should I call it?

Step 3: Giving It A Name

Headlines come to me when I’m showering, watching TV, making dinner, or doing the dishes. I let my subconscious do the work so I don’t have to. So far, my subconscious hasn’t let me down!

A small part that I do control is the editing of the wording after the initial “a-ha” moment. In this case, I wanted to use power words like “win”, “crush”, and “score”.

I know, I know… pretty boring step here…

As for step 4, I don’t feel that it needs it own section here. As I was preparing the slides, I just wanted to put enough information on it to job my memory if I forget anything, but not enough to let listener really know what I’ll be talking about. (I HATE when presenters just stand there and read off of a slide… Like, I could’ve just read the slides…)

Anyway, there is a little analysis of my process so far in case you’re interested! Keep an eye out for part 2, where I’ll be discussing what it takes to pick a venue, set a date, and get people to actually attend!

Until next time,

Jerrod H.



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