Tyson's Take
by Tyson Schwartz
June 7th, 2017

Reinventing Yourself

I have had the opportunity to see countless speakers and presenters over the past 25 years. Many have been memorable, some were pleasant memories, and some, well, not so much. The exceptional speakers and presenters I have seen do several things: they know their cues, they know their audience and they know their room.

 It’s easy to get used to delivering the same presentation over and over again. And by doing the same presentation, you get to know what the prospects are going to bring up to you as an objection.  The presentation is tried and true. But sometimes you do it so many times that you put it on auto pilot.  You get to the end of the presentation, and you think “Wow, how did I make it to the end already?”

The great salespeople treat every presentation like it is the opening act on Broadway and their audience is seeing you for the first time. But from time to time, the Broadway shows change and that means, sometimes, it’s time to “reinvent” your act.

Recently, I was working with a 15-year veteran of the industry. He is one of the best presenters I have ever worked with. His knowledge, his enthusiasm, his ability to entertain his prospects is amazing. He recently added a new product to his arsenal and was forced to reinvent his “act.”

 It was interesting to watch his creative juices flow and observe him design a new presentation from scratch. Over the next few weeks, we worked together on the presentation.  After he had the basics down, he did a run-through several times working on the rough parts of the presentation.

 Once he was ready to launch the new presentation, he had done so many run-throughs that he was prepared for the objections that were going to come his way. One mistake average salespeople make is practicing their new presentation on their prospects. The great salespeople do their practicing in advance.

 His new product and product presentation was like launching a new Broadway Show. It came off flawlessly, and he did a great job of reinventing his brand and reinventing himself.

 The point of all this is simple. From time to time, you will need to remake yourself. When you embrace it, you get even more successful. I leave you with the three P’s when reinventing yourself: practice, prepare and present.

 Great Selling!

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