What’s most important in the selling process?

Prospecting? Closing Skills, or the Presentation?

The all important question from today’s blog title… Think about this and please share your thoughts…  agree or disagree?

In all the audiences where I pose the above question…the answers are mixed.  Some say that if you don’t prospect…there is no one to present to or close.  Others say, the if you prospect and present…the close is most important.  Interestingly enough…very few, if any, will say that presentation is most important.

Here is something to think about…we all agree that you have to prospect to find clients to make a presentation so you can close for a signature. Make sense?  So here’s a couple of questions… what if you set an appointment but your presentation skills are sub par?  Would you really be that motivated to prospect for clients to meet with?  And even if you did go on a presentation with sub par skills … would there be a greater chance that you’d get more objections and have a lower chance of closing the deal?  What do you think?

So, here’s my belief and why… and that is the presentation is most important.   As a well trained presenter, with an organized, professional presentation, delivered to a qualified prospect, do you think that you’d get very few objections?  Would you need a bunch of fancy closing techniques to get the contract signed?  A reality check… your ego will survive and the thought is this… if your presentation skills are sub-par, would you, honestly, be motivated to prospect?  Probably not!  Why?  A lousy presenter will not prospect…because if they can’t make a great presentation or worse yet they fear they will look bad or fail…they say to themselves..”why prospect, I can’t present anyway!”

The bottom line?  Become great at the presentation!  You’ll enjoy prospecting more because you cannot wait to get in front of the next prospect to present to them and when you do get in front of them…the close will be a natural outcome because of the great presentation you did.  Make sense?

So to help you become the best presenter that I know you can be… here some tips that you can start to implement right away that will give you great confidence, reduce your fears and will for sure help you to make more money!

First… Master your presentation for your business.  Second, join www.toastmasters.org  and great group of like-minded folks with the goal of becoming great presenters.  Finally, below I listed 10 Fundamentals of the Great Presenters… and in my next post… I’ll give you … “The 18 Qualities of Great Presenters”…  let me know if you have others ideas as well…



1.  BELIEF – Have a strong Inner Game

  • You must believe that what you are offering is important and will have a major impact on people’s lives. (In order to affect others you must first be affected.)
  • Belief Systems that say:  “I am powerful and effective and people enjoy listening to me.” – “I am humorous.” – “I enjoy persuading.”

2.  Physiology – Body language is more powerful than your words

  • Utilize everything you have
  • Own the stage.
  • The more you move the more you impact people.
  • Rules of Physiology
  • Must be resourceful
  • Must be relaxed/enjoyable
  • Must be flexible
  • Must be dramatic and humorous
  1. KNOW YOUR OUTCOME – What’s your goal?
  • The unconscious will produce if you keep reminding yourself of your outcome.
  1. RAPPORT – People like people who are like themselves
  • Care about your audience
  • Pace your audience
  • Start where they are.
  • Lead them to where you want them to be.
  1. MANIPULATION OF YOUR AUDIENCE (That’s what they are paying you for.)
  • Ask questions.
  • Break their pattern. Their thoughts!
  • Being totally associated to what you are talking about will get the audience associated.
  • Building pressure and releasing it causes impact. You want to create pressure and tension in a room.  People want pressure.  It excites them.

6. Behavior Flexibility

  • If you try something that doesn’t work then try something else.
  • Be flexible in delivery and emotions.  (VAK)
  • Do the unexpected.
  1. Challenge your audience.
  • Set up pre-frames.
  • What does this mean?
  • What will it do for you?
  • Ask challenging questions.
  • People respond to challenges.
  • Make direct challenges to individuals.
  • Use gestures, eye contact, questions.
  • You have to have guts.
  1. Energy
  • Pure physical energy is attractive in our culture.
  • Power, charisma, sexuality

9.  Utilization –

  • Whatever happens in the environment, find a way to use it to support your outcome.
  • Ask: “How can I use this?”
  1. HAVE FUN!

Additional Tips:

1)  Cut out internal dialogue.  It decreases effectiveness.  Focus on the outside.

2)  Stay fully associated to what you are talking about.

3)  Rev up pressure in your body and pour it on your audience.  Energy will come back to you.

Put the 10 points to use in your next presentation.  Please reach out if you have any questions.

Great day now!  Mike

For over 32 years I have been in the personal and professional development business arena. Myself along with my brother David promoted some of America’s largest seminars putting over 250,000 butts in seats for some of the greatest thought leaders in the world like; Tony Robbins, Brian Tracy, Les Brown, General Norman Schwarzkopf, Pat Riley, Lou Holtz, Art Williams, Harvey McKay, Chicken Soup for the Soul Author, Mark Victor Hanson, Captain Gerald Coffee, Paul Zane Pilzer, Dr. Dennis Waitley, and many, many others…

I have delivered over 7,200 presentations – training over 56,000 sales people and managers, I have made over 12,500 coaching calls, In addition, I co-charged our B2B marketing teams setting over 72,000 appointments. On the Real Estate and Mortgage side of my business … I was a recruiter and trainer for one of South Florida’s largest real estate and mortgage companies, where we were closing over 200 transactions per month and a Branch Owner and Trainer for one of the nations top Net Branch Mortgage Company’s training over 1400 Branch Owners and mortgage loan officers and personally along with my team, closing over 1100 mortgage loans!

I have many proud and blessed moments in my life and career, however, two that were really exciting stick out for me…one was as National Sales Manager for Tony Robbins taking a sales division of one of his companies from $3.9 million to over $8.75 million in sales in less than 13 months! The other was having the great comedian Jay Leno in my comedy club back in 1981!

Along with my sales and marketing workshops, I also am a Real Estate Coach with Mike Ferry, I personally conduct keynote speeches both publicly and privately as well as private business coaching on sales and marketing for small, mid-size and large companies worldwide.

“This is a fantastic way of life!”

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