Tyson's Take
by Tyson Schwartz
March 12th, 2013

Perception vs. Reality

How good do you think your sales presentation is? All of us “sales types” think we are gregarious and friendly, motivated and understand the customer perfectly. We have done a million presentations so therefore we have to be perfect. Most of us would give ourselves an A+ on our skills.

But have you ever videotaped a presentation? I remember back in the “old days” how we utilized video cameras to do role plays, practice and improve our presentations. We would work through any “annoying” nuisances we weren’t aware we were doing. You could compare it to looking at “game tape.”

With the advent of iPhones, Flip cameras, etc., it’s so easy to video your presentation. For myself, I have found doing this is quite eye opening. It’s one of those exercises that can be so helpful for you but it can also be painful to watch.

With calling on thousands of dealers over the years, I know this is a great training tool that many of us have utilized. This “video training” is sometimes tough to do both from a time standpoint and an “ego” perspective. But if you are a veteran who is struggling or a rookie just getting started, you won’t find a better way to improve your presentation skills effectively and quickly.

Finally, if you are committed to video training, you can easily track your progress—a before and after if you will. I understand video training can sometimes be “scary” but so can missing that next sale. My belief is doing effective “practice” like this is the difference between being mediocre and great. Which one do you want to be?

Great Selling!

Tyson Schwartz

vice president of sales and marketing, Soft-Lite

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  1. Great blog Tyson. Another way to do this is to let someone close to you who is outside our industry view your presentation and them ask them for honest feedback as to what they learned and how convincing you were.

  2. Thank you for this very important reminder. Was just speaking about this today. At minimum I recommend an audio recording. Video is nice to also critique body language.

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