Pivotal Magazine


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In this Issue



7 Effective Ways to Consume Less and Live  a Minimalist Lifestyle

When you consume, ask yourself, why are you consuming? What hole are you artificially trying to fill by purchasing more and more things? >> read more



John Holland

Are you a Chronic Worrier  How to Crush this Crippling Habit

Here are a number of tools that you can use to prevent worry from having a crippling and suffocating affect on your life.    >> read more



Wake Up Early

How to Wake Up Early: The Definitive Guide

how do you build the habit of waking up early without feeling like a mess in the morning?  >> read more



The Sales Presentation


Volumes have been written about the skills needed for successful sales presentations. Advice abounds about how to present benefits, not features; how to conduct product demos; how to use influencing techniques; how to establish rapport; how to close; and more.

Top sales performers embrace not only these sales skills but, most importantly, this fundamental of effective presenting: focus on the audience. They are clear that a sales presentation should be a dialogue between salesperson and audience. Most sales presentations typically involve small enough numbers of people to facilitate this.


It's easy to use a term like this and assume that everyone understands the same thing. But there are specific behaviors to adopt to demonstrate genuine audience focus.

  • Be Flexible  Observe your audience's reactions as you're speaking. Be prepared to pause the presentation if you notice any confusion, skepticism or boredom. It's better to address these issues rather than let them grow. Notice any signs of agreement and reinforce them. Be flexible enough to deviate from your planned comments and pursue a different conversation if that seems important to the audience. If you know your material well enough, you'll easily be able to get back on track.
  • Ask Questions  Do this frequently during the presentation to assess the audience's understanding and buy in. This also allows you to uncover objections early so you can address them. Incorporate their answers and reflect them back, as appropriate, later in the presentation.
  • Show Emotion  If you're not enthusiastic about and committed to the value of your product, your service or yourself, why would your audience be? Sincere enthusiasm will enhance your credibility. As well, relating to your audience on a human level helps establish rapport.
  • Listen  Listening [that means not talking!] to your audience's comments will give you insights into how they're receiving your information and what underlying thoughts, concerns or questions they might have. Give them your full attention and don't prepare your answer while they are speaking.
Top performing salespeople may not always be the most experienced public speakers...but they do know that audience focus is the key to every presentation's success.


Professionally speaking: Kathy Reiffenstein's blog on creating confident, persuasive pseakers





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Power Your Mind With Creative Visualisationcreative_visualisation.bmp

Creative visualization is the technique of using your imagination to create pictures of yourself achieving a desired goal or outcome and focusing on that image until you achieve your objective.  Use the power of your imagination to create what you want in your life.
Let go of your limitations -

Act Now!



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