How to close more deals with your sales presentations

If you’re already good, how much better can you get? Is it worth it to even try?

As a life-long learner, I always look for ways to take my skills to the next level. I think it matters. That’s why I attended a special masterclass last week that was put on by Michael Port, author of the just-released book, Steal the Show.  

At this session, four very brave individuals paid extra money for a live one-hour coaching session with Michael in front of hundreds of people. At the start of their turn, each speaker gave us (the audience) a quick overview of his/her target market.

We then applauded as they walked onto the stage and began their speech. I was impressed. Clearly they’d prepped for this event.

About five minutes into each presentation, Michael jumped up on the stage to offer some suggestions.

He’d say, “It’s good. And, we’re going to make it better.”

Then he’d offer an idea or two, sharing why he thought it would help. Often, he’d demonstrate what he wanted them to try instead. Many times the speaker would be staring at him in disbelief, obviously thinking, “You want me to do/say that?”

Michael would respond, “Maybe it’ll work; maybe it won’t. Let’s play with it.” 

And that’s exactly what they did. They played with words, timing, stories, transitions, posture, and movement. They added details and subtracted irrelevancies.

After each bit of coaching, the speaker tried the new way. It was often awkward at first and didn’t quite work.

But they kept playing with it, as the speaker practiced and practiced in front of us all. Once they’d nailed it, they moved on to the next item to be improved.