Lessons from a study of almost 5,000 sales professionals.
July 23, 2024
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A study examined the habits of almost 5,000 sales professionals whose livelihoods depend on their ability to build and deliver persuasive presentations. The findings revealed 12 common mistakes that were consistently self-reported among respondents. Here are the top three to avoid when giving a sales presentation: being overly informative vs. persuasive, failing to close, and “winging it.”
When you work in sales, no business skill is more essential than effective communication. This is especially true when it comes to giving presentations, whether you are presenting in person, over the telephone, or via a videoconferencing platform. Getting to the point, connecting with others quickly, and making a strong pitch can be the difference between moving a transaction forward or losing an opportunity.
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Terri L. Sjodin is an award-winning speaker who has specialized in helping people build and deliver more polished, persuasive, and effective presentations for over 30 years. She is the principal and founder of Sjodin Communications, a public speaking, sales training, and consulting firm based in Newport Beach, CA. Her latest book, Presentation Ready, (McGraw-Hill, March 2024) expands on this material.
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New!
HBR Learning
Presentation Skills Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Presentation Skills. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Inspire your audience with confidence and poise.
