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Digital Stagecraft: Engage, Communicate & Sell Better in the Digital Age

By / / AI & Data, Brand & Reputation, Sales Presentation & Grooming, Soft skills

In 30 seconds

With Gartner predicting in the near future that 80% of B2B sales interactions between suppliers and buyers will occur in digital channels, reflecting a substantial move towards digital-first engagement, Digital Stagecraft is an essential skill set combined with critical soft skills we need to master if we want to sell effectively in a hybrid world. Digital Stagecraft, a term I developed to describe this vital skill set, is about commanding your online and virtual presence with finesse—grabbing attention with polished pitches, building trust through clear messaging, and converting interest into action with seamless virtual tours or demos. …

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The Stuff No One Teaches You About Human Engagement

By / / Attitudes & Behaviours, Blog, Brand & Reputation, Communication, Education in Sales, Human-centred, Life Skills, Presentation & Grooming, Sales Presentation & Grooming, Self Promotion, Uncategorized, Wellbeing

In 30 seconds

We all need to know how to engage, relate, and persuade people. It’s part of life. So, how do we learn to make memorable introductions, deliver compelling presentations, effectively position ourselves for career promotions, and navigate our way through a myriad of human relationships without falling to pieces? When it comes to presenting and engaging with others, a lack of skills can fill people with fear, especially when you’ve never been taught how to manage yourself in these situations. I see this all the time. As one MBA student told me recently on a Narrative, Presence and Presentation …

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Building trust through personal image

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Life Skills, Presentation & Grooming, Sales Presentation & Grooming, Sales Trends, Trust

In Sales Trend 11 from the Barrett 12 Sales Trends Report for 2019, guest author Leadership Stylist Helen Robinett discusses how our personal image can help build trust.

By guest author Helen Robinett.

Trust in business has never been more crucial than what it is right now.

People do business with people they like and trust. Full stop. No-one does business with an ‘organisation’.

Human beings are highly visual and it takes an instant to create a first impression. Gone are the days when it took 7 seconds to form a first impression. If I walk to the front of …

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Making Persuasive Sales Presentations

By / / Communication, Sales Presentation & Grooming, Sales Skills

How persuasive are you?

Persuasiveness is the power to induce the taking of a course of action or the embracing of a point of view by means of argument or entreaty.

One of the mistakes salespeople make when doing sales presentations is their tendency to be more informative than persuasive. That difference is costing companies millions of dollars a year in lost sales opportunities. The reason for this is simple. It’s far easier to dispense information than it is to interact with an audience (buyers, stakeholders, etc.) and try and persuade someone to make a commitment to our offer. As a result many sales professionals linger …

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What is the correct title for a salesperson?

By / / Attitudes & Behaviours, Sales Presentation & Grooming

What is the correct title for a salesperson’s role? What should I call myself? This is a contentious issue… And a question we get asked frequently. The answer will depend on why you are asking the question. Are you asking the question because:

  • You think the title ‘sales representative’ doesn’t adequately describe what you do?
  • You are ashamed of being called a ‘salesperson’ or ‘sales representative’ for whatever reason? (see next week’s article for more details)
  • You think ‘salesperson’ or ‘sales representative’ doesn’t represent or position you in the best light as a professional business person to your clients, etc.?

    • All of these questions …

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    Put the polish on your new sales year

    By / / Brain Science, Brand & Reputation, Neuroscience in Sales, Presentation & Grooming, Sales Presentation & Grooming, Self Development, Self Promotion

    I have previously written about ‘putting yourself in another’s shoes’, however, I have never written about actual shoes before. In this post I wanted to raise awareness about our attire, our physical presentation – as sales and business professionals. There are 2 key areas we need to consider:

  • The overall congruence of what we are wearing and how we present
  • The relevance and suitability of what we are wearing and how we present

    • You may think this topic doesn’t matter much with the broader and more relaxed approach to business attire these days, but it does. Consciously …

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