In: Categories » Business » Ethics and presentation » Presentations: Using Visual Media
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Presentations that include a visual component are far more memorable than ones that are merely spoken. Here are some ways to give impact to your visual material:
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No matter how intelligent a leader’s strategy for change, it will fail without the dedicated support of the rank and file. Winning that support often requires more effort than devising the strategy itself. Effective and intelligent behavior is important in all knowledge work. People tend to think of such behavior as particularly important in “valuable” problem-solving or decision-making situations and other high-level tasks such as determining corporate strategy. However, contrary to that no...
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Too often, businesses look at their customers as they would rows in a spreadsheet. Businesses spend time figuring out how to get more money out of them, analyzing how often they come back and how much they spend on each trip, and figuring out how much a customer will spend on a particular item. But customers can and should be much more than just an income stream. Customers’ experiences can range from completely unhappy to glowingly positive. Both types of customer can greatly influence your company’s reputation. Generally...
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Almost everyone agrees that too much time is wasted in meetings. It doesn’t have to be that way; that time can easily be cut in half. As a sales professional, if you are running the meeting, take advantage of the code of meeting ethics. If you are a meeting participant, suggest to the meeting facilitator that you persuade the group to agree to follow this code. Put it on display. People who have adopted just the time-allotted agenda and the timekeeper ideas are enthusiastic about the results in time sav...
2. Ethics of Educating Your Customers
If customers don’t understand a product, they won’t buy it. Customers become educated through experience. Make it your goal to educate your customers so they can better understand the products or services you offer. Of course, when they are more educated they become more sophisticated and are more likely to know better what they want or don’t want, what it will take to get it, and how much it should cost. They are also more likely to negotiate when they are educated, but this can become a selling advantage if yo...
3. Telltale Signs of Dishonest Brokers
Dishonest brokers often ask their victims a steady stream of questions designed to derail honest investors from asking the right questions. In contrast, honest brokers encourage you to ask questions, provide you with additional educa tional materials, and make certain that you understand the risks involved in your investment decision. And if you decide not to spend your money, they’re untroubled by your investment decision. The National Futures Association has collected 16 questions that are turn-offs for dishone...
4. The Six Behaviors of the Effective Enterprise
No matter how intelligent a leader’s strategy for change, it will fail without the dedicated support of the rank and file. Winning that support often requires more effort than devising the strategy itself. Effective and intelligent behavior is important in all knowledge work. People tend to think of such behavior as particularly important in “valuable” problem-solving or decision-making situations and other high-level tasks such as determining corporate strategy. However, contrary to that no...
Too often, businesses look at their customers as they would rows in a spreadsheet. Businesses spend time figuring out how to get more money out of them, analyzing how often they come back and how much they spend on each trip, and figuring out how much a customer will spend on a particular item. But customers can and should be much more than just an income stream. Customers’ experiences can range from completely unhappy to glowingly positive. Both types of customer can greatly influence your company’s reputation. Generally...
6. Characteristics of the Effective Enterprise
Ideally, all enterprises should carry out their daily work exceptionally well. When they succeed in the short term, they should also, to the fullest extent possible, observe their goals and strategies to pursue longer-term opportunities and conquer or avoid threats. Such behavior will require management vision and considerable resources, infrastructure, and dedicated personnel. It is often anticipated and expected that all employees —and in the aggregate, the enterprise itself—always will act effective...
7. The Product Profile Sheet
The Product Profile sheet analyzes your products in terms of the concepts such as: Features. List the key features of your product that add value to it. The more specific the description, the harder it is for competitors or customers to redefine them to your detriment. Benefits. Express them in terms of time or money savings. Express a benefit as a verb followed by a noun. Value Type. Decide whether the benefits are perceived or measurable. ...
8. Goals and Needs
It may sound like an exercise in splitting hairs. What is the big difference whether you use the word goals or needs? The answer is "plenty" when value-driven sales are at stake. It is more than just a question of semantics when you focus on goals and not needs. Goals motivate you to think first like customers; needs encourage you to think mostly like, well, products. It is the difference between you selling features or customers buying value. Goals and needs are not interchangeable terms or concepts. In sel...
9. Three Types of Account Classification
Managing your account base is often a question of maintaining existing customers and finding new customers who are most likely to buy, then engaging your resources to maximize the opportunity. However, some accounts are more profitable than others and let's face it, profit drives your business. You must maximize your returns by satisfying the greatest number of profitable customers. Return can be measured in a number of ways: ROI (return on investment)—the amount of money and time spent on an account; ROE (return on energy)...
10. Gatekeepers Advocates and the Final Decision Maker
Three people stand between you and a successful sale: the customer's gatekeeper, advocate, and final decision maker (FDM).In smaller, decentralized, and less-bureaucratic companies, the same person might assume two or three of these roles. Sometimes, people pretend to assume roles they do not really play. Your challenge is to find out what role each person really plays. You need to know, not assume, who gives the final yes to buy your products. ...