Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

the ceo magazine, sales,
Ken Rutsky, Founder & President, KJR Associates, Inc.

In the late 1980s I had the privilege to attend IBM’s vaunted sales training.  We learned techniques for rapport building, need finding, objection handling, and closing, even including, and I kid you not, the highly praised “assumptive/alternative close” which went something like, “Do you want that mainframe cabinet in White or IBM Blue?”

But most of all, we learned and practiced the hallowed technique of  “NFAR”, or Need, Feature, Advantage, Reaction. The idea being – question until you understand need, then describe your feature and its advantage, then wait for the reaction.  

If you’re a leader, a healthy dose of fear can be a good thing. In fact, if fear doesn’t push you to take a risk, to up your game, to push to top performance, you may hit rock bottom in your career. That’s especially true if you’re plan to speak before large groups of employees, customers, or colleagues.

Speaking can be a high-stakes proposition in the age of Periscope, Instagram, and live Facebook or Twitter feeds out to the world. Audience members do not take kindly to an unprepared rambler wasting their time on irrelevant topics.

the ceo magazine, presentation tips,
Ted Frank, Principal Story Strategist, Backstories Studio

With attention spans continuing to shrink, one way we can make our 2017 presentations much more engaging is by taking cues from the place that can still captivate us for hours at a time: movies.

Movie-style storytelling is actually a perfect fit for corporate communication because it’s built on the same principles we’ve all been seeking from presentations all along: being simple, quick, visual and powerful. But the best news is that you can get a lot of movie power without even using video.

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