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Ben Decker joins me on the Salesman Podcast to discuss how to better communicate (and so sell) in the corporate B2B world. I start the show by asking Ben simply, why do most business presentations suck.
Is communication a skill?
Ben and I discuss if communication is a learn-able skill or if it’s something you’re born with. Is this the one thing that separates the A* from the A salespeople?
“The best [communicators] are aware of what they’re doing and what they want to do”
We look at how communication is simply a game of attention, story telling and a few other simple parts that adds up to make the complete package.
Your communication weaknesses
Ben explains why recording yourself on video is the best way to see where you’re communication is weak.
“Video is the best way to get a sense of what you’re doing and what you’re putting out there”
I give an example of video helping me become a better communicator and Ben shares some further examples as well.
How to create killer presentations
We wrap up the show by looking at why most presentations are a real bore to sit through and how they can be used as a genuine tool to influence and inspire others.
If through some work you can get a prospect inspired by both your product and yourself personally through a presentation you have a repeatable asset which will win you more business.
Guest info:
The leading expert in messaging and business communications, Ben Decker raises awareness about the value of communications. As Chief Executive Officer of Decker Communications, Inc., Ben lives the firm’s mission of transforming business communications.
He has worked with hundreds of leaders in Fortune 500 companies to strategize and implement communications solutions that are practical, direct and attainable.
Ben serves as an ongoing executive coach for C-level executives from several major organizations, including AT&T, Bacardi, Charles Schwab, Cisco, JPMorgan Chase, Kaiser Permanente, McKesson, and the US Coast Guard, as well as start-ups and portfolio companies seeking to raise capital.
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Show notes:
Prezi.com – Awesome alternative to Powerpoint
Books mentioned:
Made to Stick: Why some ideas take hold and others come unstuck
Blink: The Power of Thinking Without Thinking
Communicate to Influence: How to Inspire Your Audience to Action
PS – A couple of people have asked me over on Instagram, yes I do read the books of all the guests that come on the show who are kind enough to send me a copy.
