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Understand That a Sales Presentation Is a Conversation, Not a Speech

By: Chris Lytle

Chris Lytle, an authority in sales training, points to the importance of getting feedback throughout a presentation in his book The Accidental Salesperson. How do you elicit feedback and simultaneously gauge interest while keeping listeners engaged? Lytle suggests, “Before you change a slide or move to a new thought, ask one or two questions.”

What kind of questions?

  • Does that make sense?
  • Am I missing anything?
  • What would you add?
  • How close is this example to your situation?
  • Are we together on that point?
  • Do I understand your business?
  • Have I restated your issues correctly?

According to Lytle, speakers have to demonstrate their capabilities by showing their understanding of listeners’ problems and business situations. Too often, the tendency for speakers is to tell too much and ask too little.”

Excerpted, with permission of the publisher, from The Accidental Salesperson (Second Edition) by Chris Lytle. Copyright 2012, Chris Lytle. Published by AMACOM. For more information, visit http://www.amacombooks.org/

About the Author(s)

Chris Lytle  is the president of Spargue, Inc., and an aclaimed leader in sales training.

AMA is one of the most widely recognized leaders in business training, having provided corporate training solutions for over 95 years. From leadership, communication and managerial training to sales, customer service and analytical skills, AMA has developed a vast array of content and training solutions to help individuals and organizations achieve business results . Each year, AMA delivers thousands of seminars and courses across the United States. With courses offered in a  classroom near you or live online, AMA is a flexible, convenient resource for all of your organization's talent development needs. AMA also offers customized solutions based on your specific talent development requirements.