We have learned that the key to a great pitch is executing five fundamentals: making the presentation solution-oriented, keeping it simple, delivering with passion, interacting with the prospect during the presentation, and appearing well-rehearsed.
The book teaches how to execute those fundamentals. It includes recipes for success as well as success stories taken from my experiences working with clients.
What was the inspiration behind your book? Why did you feel a need to write it?
In helping clients create and deliver sales presentations, I’m constantly being asked the following question: “How can we distinguish ourselves from the competition when what we are offering is so similar?”
My new book answers that question. It includes everything you need to know to distinguish your firm from the competition in a competitive presentation.
What kind of research did you have to do to write your book?
The book is based on my experience helping sales people create and deliver sales presentations. I have worked with people in all industries including construction, real estate, architecture, law, engineering, accounting, high tech, financial services and many others. We have helped our clients create and deliver presentations that have won billions of dollars in new business contracts.
What message are you trying to convey with this book?
Distinguishing yourself is not about showing your offering to be different from the competition’s offering. Rather, it’s about executing presentation fundamentals better than your competition. Executing those fundamentals allows you to stand out as the best partner for the job.
Do you write mainly by day or by night?
When I’m working on a book, I write two pages every night. When I get my two pages done, I stop even if I’m in the middle of a sentence. That allows me to get a running start the next night.
Do you ever get writer’s block and what do you do when that happens?
As a newspaper reporter, I had to write every day. I wasn’t allowed to get writer’s block. So I have never had that problem.
Thank you for this interview, Joey. Do you have any final words you’d like to share with my readers?
If you want to learn how to create and deliver great sales presentations, buy my book. It’s available at www.amazon.com and from our website at http://www.speechworks.net/.
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