At the start of every football season, legendary Green Bay Packers football coach, Vince Lombardi, would gather all his players into a conference room.  Walking into the room, Lombardi would hold up a ball and say “Gentlemen, this is a football.” He had a very good reason for this approach.

Lombardi believed that to achieve excellence you had to be great at the fundamentals like blocking, tackling and discipline.  As a result, they were the primary focus of the Packers’ practices.

The same principle applies to preparing and delivering your sales presentations.  Salespeople who execute the fundamentals well put themselves in the best position to close more sales and get more business.

But how can you distinguish yourself from the competition when what they’re offering is so similar?  That’s the critical question to ask as you prepare to stand and deliver a sales presentation.

Five Key Sales Presentation Pointers
Here are five key sales presentation pointers that will help you differentiate yourself in the eyes of your prospects and close more sales.

1. Focus on Your Prospect’s Business Problems.
   Most prospects are not interested in your firm’s history or your business experience.  They want to know how you can solve their business problems.  The best presentations are tailored to propose a real solution that prospects can easily understand and readily buy.  Show them how yours will do that.
2. Make Your Presentation a Conversation.
   One of the best ways to ensure that you connect and engage with prospects is to make your presentation a conversation.  When your presentation is interactive, your prospect’s concerns, objections and questions will come out in a relaxed manner.  You set yourself apart by showing them that you understand their business and how you can help solve their problems.
3. Tell & Sell a Message with Three Main Points.
   Make these three points the focus of your presentation and use stories, examples and illustrations to bring them to life.  Sticking to three points will separate you from 90% of your competitors who present too much information with little or no focus.
4. ShowPassion for Your Product or Service.                                                     
   Many salespeople don’t present what they are selling with genuine passion, especially during difficult times.  Attitude drives behavior and we behave as we believe.  How you look, sound and act is critical if you want to make successful presentations that get more business.
5. Make Your Presentation Clear, Concise and Compelling.
   If your presentation is too long or too detailed, the prospect can lose focus and get bored.  When you present too much information the prospect may get confused and lose track of where you are going.  How many times have you sat through a long-winded presentation and wondered what it all meant?  Make sure your prospect knows exactly what you want them to do.

Use these five pointers to set yourself apart from the competition and get your prospect to decide that your solution is the best choice in today’s competitive marketplace.  Execute them well and you’ll get more business!

Chuck Coté is a Public Speaking Coach and Sales Presentations Expert.
He works with people and organizations
that want to get more profitable business.
Contact him at www.ChuckCote.com or by phone: (800) 350-7695.

During my battle with cancer I sent updates to many of you about my progress. Let me begin by saying the cancer is in remission and I am doing great. This is a quick update about an extremely insightful and rewarding seminar that I recently attended.

April 6th -- 9th University of Michigan's Comprehensive Cancer Center sent me to the Mind - Body Training in Positive Psychology Seminar at Harvard Medical School's Mind - Body Institute in Cambridge, Massachusetts. I was one of thirty attendees in a program that was headed up by Dr. Herbert Benson of the Harvard Medical School faculty who has been studying the Mind - Body connection for thirty years.

All of my fellow participants were doctors, psychologists, psychiatrists, nurses and other health care professionals. When we were introduced I commented that I was their token patient! During the introduction I told them about my cancer story and deep interest in the power of a positively focused mindset in both health and in achieving excellence in life. It was obvious from the beginning that we all shared a belief in what the mind can do to help us live a better life.

During the four days we reviewed numerous studies done by Harvard and other researchers about the power of our minds to manifest either positive or
negative results depending on our focus, mindset and beliefs. I could go on and on about what we discussed but it all really came down to -- what we think about, good or bad, tends to be what expands in our life. Our belief system affects our behavior and our performance not just in health issues but in other areas of our life as well.

One of the doctors stood up and said, "We all know intuitively and from our experience that what we are studying in this seminar is true. Isn't it interesting that we now have research done by Harvard Medical School and many other highly regarded institutions and individuals that validates it?"

When I said that I was a professional speaker my fellow participants wanted to know what I spoke about in my presentations and what was my core message. I told them that my work revolved around the practical concept of Realistic Optimism. Simply stated it is:

Expect The Best! Then accept the ownership and responsibility for achieving it.

From my recent experience in beating an advanced stage of extremely aggressive throat cancer and the many other life examples I've had, there is no doubt in my mind that this belief works! Throughout the four days we saw example after example supporting this concept in both the medical community and in personal and professional behavior and performance.

Everyone at the seminar agreed that today more than ever people need the inspiration and skills to grow and excel through the challenges we are facing in the world. I came away with an even more fervent passion for my work as a result and I am finding an urgent need in both business and in the health care field for my message.

In closing, I will never forget the first time I met with Dr. Gregory Wolf at U of M's Cancer Center in Ann Arbor, Michigan. He is the doctor who was the lead physician for the clinical trial that saved my life. Dr. Wolf gave me some life changing advice in our first visit:

"Chuck, my scalpel is only so sharp and I'm only so good. What's ultimately going to be the deciding factor in our beating this disease will be your positive attitude, your outlook and your determination."

After winning my battle with cancer and spending the four days at Harvard in hours of discussion with medical people and business leaders, I am convinced that those are the same three factors we need to not only to heal people physically but also to heal this country emotionally, economically and spiritually.

Whether it's the fear of terrorism since September 11th, the sluggish economy, corporate scandal concerns or the recent war in Iraq, people are looking for inspired leadership. Your positive attitude, your outlook and your determination is what we need to make a difference in this world. I believe we must ... Expect The Best and then accept the ownership and responsibility for achieving it!

"You have cancer." Those three words will change your life forever. I know, because on June 13, 2000 I was diagnosed with an advanced stage of throat cancer.

Before that my life was on a roll. At fifty-three, I loved my career as a professional speaker and consultant. I was in excellent shape physically and mentally and I was married to the woman of my dreams. But things changed that May when I came down with a sore throat and a throbbing earache. An ear, nose and throat physician examined me and immediately ordered a CAT scan, blood tests and a biopsy.

A few days later my wife, Josie, and I listened as he told us I had an advanced stage of squamous cell carcinoma of the tonsil. I was shocked as he told me how serious it was and devastated when he told me what the treatment plan would be. He wanted to operate within two weeks, which would involve removing my right jaw and part of my face and neck. He also told us the survival rate for this type of cancer was 40% or less.

I asked him, "How will I eat? How will I speak?" That's when he told me I would never eat or speak in the same manner again. My jaw would shift and chewing would be difficult. Speaking, as I was doing professionally, would be over. After that I can't tell you what else he said because everything was a blur. If I couldn't speak how would I work? What would my quality of life be? The fear of the unknown and the fear of death were staring me right in the face and I was terrified.

Josie was thinking much more clearly than I was and asked where we could go for a second opinion. We were referred to Dr. Gregory Wolf at University of Michigan's Cancer Center. The earliest appointment available was two weeks away but we couldn't wait that long. Two days later we took all my records and tests and drove two hours to Ann Arbor, Michigan because we were determined to see Dr. Wolf that afternoon.

We did get in to see him later that afternoon and he confirmed that I had a very serious and extremely aggressive cancer. However, he was optimistic because of a clinical trial he had just started. They would treat the cancer with massive doses of chemotherapy along with intensive radiation, but no surgery unless it was absolutely necessary.

Dr. Wolf then told me something I'll never forget. He said, "Chuck, my scalpel is only so sharp and I'm only so good. What's ultimately going to be the deciding factor in our beating this disease will be your positive attitude, your outlook and your determination." I told him, "Dr. Wolf, I'm a motivational speaker and if I don't believe in the power of a positive attitude then I'm definitely in the wrong business!"

His advice gave me the hope I needed to begin my battle with cancer. That evening I made up my mind that I refused to lose to cancer! Even if the disease took my body it couldn't take my spirit! I was going to fight it with every ounce of energy I had, with every breath I could take and with every resource I could find!

I found renewed faith and hope as I created a Magnetic Vision of My Desired Future. It was, "with God's help and guidance I have beaten cancer and I am living a long, healthy, happy, and productive life!" I totally believed this affirmation and said it dozens of times every day during my cancer battle.

Josie and I believed that we were responsible for making the final choice of what type of care I would receive and who would administer it. Even though we were confident in University of Michigan's treatment plan, we still wanted another opinion so we sent my tests and records to the top doctors at the Head and Neck Cancer Department at University of Arkansas Medical Center. After reviewing my records they agreed that U of M's clinical trial was my best option and confirmed that Dr. Wolf was one of the top physicians in this field.

My first chemotherapy treatment started July 5th. The tumor in my throat was now the size of an apple and it had to shrink by at least 50% for me to continue in the clinical trial. Two weeks later we were ecstatic after Dr. Wolf examined me and said it had shrunk by 90%!

In August round two of my treatments began, consisting of radiation five days a week for seven weeks and four more doses of chemo. The good news was on November 7th Dr. Wolf could find no sign of the cancer and I officially became a survivor!

I won my battle with cancer and I attribute my success to four factors: my unwavering faith and belief in God; the incredible love, support and prayers from my family and friends; the outstanding care and treatment from my excellent medical team; and finally, to my positive attitude, outlook and determination.

Beating cancer has changed my outlook on life. I have an incredible "attitude of gratitude" because I'm blessed to be a cancer survivor and every day I thank God for giving me a new lease on life! I believed in my Magnetic Vision of My Desired Future and I am living it!

When I was first diagnosed a friend of mine gave me a poem that I read every day. It helped me to focus on my long-term vision and not get discouraged by the daily battles I faced.

A Bend in the Road
Sometimes we come to life's crossroads
and view what we think is the end,
but God has a much wider vision
and God knows it's only a bend.
The road will go on and get smoother,
and after we've stopped for a rest,
the path that lies hidden beyond us
is often the part that is best.
So rest, relax and grow stronger,
let go and let God share your load,
and have faith in a brighter tomorrow,
you've just come to a bend in the road.

Author Unknown

As you go forward, in whatever battle you may face, live with hope and create your own Magnetic Vision of Your Desired Future! Hopefully, it's only "a bend in the road" and you can find a brighter tomorrow!

Congratulations!  You've been asked to make a presentation at your company's annual sales meeting.  Most people panic at the thought of speaking in front of a group like that.  Not you.  You're ready to Stand and Deliver!

In today's competitive business world, more than ever before, everyone from a CEO to an account representative needs to be able to effectively communicate their message to customers, prospects, employees, stockholders and the public.  But many people fear public speaking more than death.

It doesn't have to be that way.  By following a simple system and with the right coaching, anyone can become the master of unshakable public speaking skills and develop greater competence and confidence as a presenter.

Before any speech or presentation I follow a five-step process.  It is Relax; Prepare; Practice; Get Ready; and Stand and Deliver.

Relax

Relax, you've been asked to speak for a reason!  You have some unique knowledge or skill, a special expertise or some valuable information that people want to learn more about.  We need to remind ourselves of that when we start to panic at the thought of presenting.

In this first step a key point is to visualize an excellent presentation.  Often people see themselves failing miserably as they present and as a result, they usually live up to their dismal expectation.   Instead, create a glowing picture of success that becomes your "magnificent vision of your desired future." Then, mentally, you're drawn to it.

Remember that it's okay to be nervous.  Everyone is!  Mark Twain said it best: "There are two types of speakers; those that are nervous and those that are liars."  The secret is to channel your nervousness into positive energy by visualizing an extremely successful outcome.  In life, we move towards and become what we focus on and believe.

Prepare

Step two begins by asking the question, "what is the purpose of your speech or presentation?" The answer is paramount to organizing your thoughts and selecting your delivery style.  Maybe it's to inform people, or entertain them.  Possibly to touch them emotionally or get them to take action.  It could be a combination of these, but the point is, you must decide what your purpose is and focus your message on that.

Research your audience and get to know their interests, needs and expectations.  To prepare properly plan on spending five hours for every hour you present.  Far too many people think they can "just wing it" but excellent presenters use their time efficiently and effectively and it shows.

Craft your opening to capture your audience's attention in the first thirty-to-ninety seconds.  Then build the body of your presentation so it's interesting and supportive.  Finishing strong is critical to success.  Set up a close that leads your audience to a logical conclusion and moves them to action.

Practice

Practice your presentation the same way an actor rehearses for a play or movie.  Rehearse segments of your speech or presentation to fine-tune them before you do the entire talk.  You'll be amazed at how it will come together.

Many times, I practice in front of a mirror to see what I will look like to my audience.  Sometimes I arrive early for a presentation and practice in the room.  Another useful strategy is to present in front of colleagues or family members.  My wife Josie is my best coach and critic and presenting to her has helped me immensely over the years.

To do an outstanding job spend five hours rehearsing for every hour of presenting.  Believe me, it's worth it.

Get Ready

The fourth step is more mental than mechanical.  You've thoroughly prepared and practiced diligently and now you want to "get ready" to present.

Use the visualization technique to see yourself doing a superb job.  Create some affirmations or self-talk that helps your confidence.  Before I present I say, "I am confident and calm when making any presentation because I love to give presentations." I've used affirmations for years to calm my nerves and focus on a positive outcome.

Remember that your audience wants you to succeed so mingle and meet people before you present.  Whether I'm presenting to seven people or seven hundred, I get to know as many people as I can to develop friends and allies in the room.

Stand and Deliver

Now it's time to Stand and Deliver! You're ready to do it with confidence and competence because you've prepared and practiced and you know your presentation.

When it's time to present, center yourself and relax for a few seconds before you begin.  Smile, make eye contact with one person you have met.  Be sure you have your opening down pat.  Start off strong and speak clearly and confidently.

Keep your presentation simple, don't ramble or try to impress people with technical jargon.  I like to use stories as a way to engage people, keep their interest and make a point without lecturing.

Finally, close strong!  Make sure you know exactly what you'll say to close and how you'll say it.  This is critical to your success.  You want your audience to take action on what you presented.  Close powerfully and you'll accomplish your purpose.

Follow these five steps and I guarantee you will be more competent and confident.  You will enjoy making powerful and effective presentations and both you and your audience will benefit.

Go ahead ... Stand and Deliver!

As a speaker my business takes me all over the country doing presentations for companies and organizations. Because I travel so much, I spend a great deal of time in airports and on airplanes. On one of these trips I had an interesting and insightful experience.

My wife Josie and I were returning to Michigan from a speaking engagement in Little Rock, Arkansas. We had a very early flight out of Little Rock with a tight connection in Memphis. When we arrived in Memphis we stopped at Starbucks to get Josie a latte. In line I nervously checked my watch because we weren't moving very quickly and we had less than thirty minutes to make our connecting flight.

About five minutes later I noticed the man behind us was wearing a Northwest Airlines mechanic's uniform so I decided to ask for his advice. "Excuse me, we're catching a flight to Detroit leaving from Gate 44 in twenty-five minutes, how long it will take to get to the gate?"

"I'm sorry I don't know. I'm a troubleshooter from Minneapolis down here on a special assignment, but if your flight leaves in twenty-five minutes you ought to head to the gate."

With that, I turned to Josie and said, "Let's go." She was not happy and grumbled about not getting her morning latte. We thanked the mechanic and headed for the gate where they were already boarding the plane.

As we waited for the door to close, Josie continued to fume about leaving so early and not getting her latte fix. Just then, we looked up and walking down the aisle was the Northwest mechanic we met in line at Starbucks. When he got to us he stopped, handed Josie a large cup and said; "Here's your latte Ma'am. Thanks for flying Northwest airlines and I hope you have a nice day." He turned around and walked away before we could even say thank you.

The plane door closed and we pulled away from the gate with both of us sitting there dumbfounded. Our Good Samaritan vanished and we didn't even know his name.

When we landed at our local airport we went to the Northwest Customer Service office and told our story to the Operation's Manager, Bruce Koski. We explained that we wanted to get the mechanic's name so we could send him a thank you letter. Bruce said, "Hmm, he told you he was a troubleshooter from Minneapolis on a special assignment in Memphis? Let me see what I can do and I'll call you tomorrow."

Early the next morning Bruce called to tell us our Good Samaritan's name was John Pearson, a specialist, who worked on difficult assignments for Northwest at airports around the country. I thanked Bruce for his help and hung up the phone.

That afternoon I wrote a letter to the President of Northwest Airlines and related the story about John Pearson and his kindness and generosity in buying a latte for Josie. I explained how dedicated and helpful Bruce Koski had been in finding John's name and I finished by telling him that John and Bruce displayed customer service above and beyond the call of duty.

So what's my point? You can make a difference!

Sometimes I hear people say, " I don't deal with customers so I don't make a difference." You do make a difference! You may not deal with customers every day but what you do in your job can make a difference.

You can make a difference if you're a manager or supervisor. How you treat the people who work for you has a great deal to do with how loyal and dedicated they are to your company and your customers.

You can make a difference with the suppliers and people who sell you products and services. How you treat them will dictate how well they serve your company in the good times and bad.

You can make a difference with anyone and everyone you meet because you are a representative of your company every day in everything you do.

I believe anyone, in any organization, can make a difference if they're passionate and committed. Who would have thought that John Pearson could make such a positive and lasting impact with Josie and me?

By the way, I need to tell you the rest of the story. The next time Josie and I flew out of our local airport Bruce Koski and his assistant manager came on the plane just before we took off. They smiled and handed us each a latte and said: "Thanks for flying Northwest Airlines. We really appreciate your business."

President John F. Kennedy had an excellent quote that sums up this philosophy very well. The quote is: "One man can make a difference and every man should try."

Remember … You Can Make A Difference!