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Helping Executives Win Deals, Advance Careers and Improve Lives
  January 2012 Newsletter R#:!#Num

Welcome to the New Year!

We hope you had a very enjoyable holiday season, and are inspired to realize your goals in 2012. This promises to be an interesting year, given today's economic and political situation. Presentation Excellence and our affiliates will do our part to help you close more deals, advance your career and improve lives. As you can see from the column on the right, we're increasing our commitment to provide experiential workshops, to address concerns you share with us last year. We also will increase our webinar offerings; next month, we'll announce the Spring series which will focus on business development topics including marketing, sales, investor relations, etc. If there's a specific topic you'd like to see us address, let me know. May this be your best year, yet!

Jerry Cahn, Ph.D., J.D, President - 800-493-1334

The Price is "the Price", Isn't it?

Whether you're buying or selling, price often matters. The number one thing you hear in sales is that people want to buy their products/services at the "lowest possible price" (which is why sales people often claim they need to lower their prices for customers). In the meanwhile, pricing executives want to sell at the highest price to cover costs and maximize revenue. But does that mean they prefer it all at once or through payments-over time. So, "the price" rarely is a simple hard-and-fast dollar amount. Many things affect it and "it's all in the presentation".

Imagine you want to buy a new car. There's the sticker price; the "sales" price (especially offered during the Xmas holiday season"; the negotiable price you can get from the salesperson; the price listed in discount buying guides/websites. There's the cash price, the leasing price and the bank-loan price. Each form addresses a different need of the buyer. You must understand the buyers/sellers' needs and values before determining the most effective form in which to extend a pricing offer.

Decisions are rarely made in a vacuum; the context needs to be taken into account. People buy more than the features of the physical car; they want the image it projects (e.g., sporty, affluent, family focused); ease-of-use over time (e.g., what's the warranty, customer service quality, repair convenience and quality, etc.) Salesman's flexibility and incentives to sell change over time (e.g., end of month and seasonal sales quotas). And, both buyers and sellers compare all these things for comparative products, time periods, etc.

Guiding Decision-making
With so many things affecting "price", how do you make an effective presentation? As we've discussed in this column, the answers are complex, but doable:

  • Understand the needs of the audience
  • Tailor the message the meet those needs
  • Be succinct and use powerful words/graphics
  • Organize the material to guide the decision-making process of the other person. Acknowledge the logic and emotional issues of importance; structure the presentation to match the process by which the person is going to make the decision.
  • Exude your "leader-presence", because people want to follow trustworthy leaders. Do so by demonstrating, integrity, authenticity, humility, confidence, passion for serving the customer.
The Job of a Presentation is to Communicate Value
Buyers allegedly want the lowest possible price; yet the reality is that virtually no-one actually buys clothing, homes, food, etc. that cost the absolute lowest dollar cost. Instead we want value, and our decision to buy and sell is determined by that conclusion. Whether you're selling or buying, it's not just the dollar-value of the price but also the form and context of the presentation that communicates value determines the outcome. So, before you assume the price is to high or low for the other person to act, determine who you can change the presentation to communicate the values that the other person really wants. When it resonates with his/her immediate and long-term needs and wants, you'll close the deal.

Corporate Training Brochure!
Click to download!

New Workshops!

Use Value-Added Strategies
to Increase Sales & Profits
Tuesday, March 6, 2012


Upgrade Your Negotiation Skills
to Get What You Want
Thursday, March 8, 2012


Workshop Invitation!
Executive Presentation
Training Workshop

Hosted by Jerry Cahn, Ph.D., J.D.
Thursday, March 29, 2012

Are your presentations really working for you? Is your PowerPoint making it easier for you to get the message to the audience, or are you working hard to overcome its flaws? Will you "get through this presentation" and then try to forget it or will it be a stepping stone in making your career?

Present like a Pro is a workshop that enables you to use each presentation to enhance your career. It focuses on the 5 S's:
  • Select just the right Substance to present to accomplish your goal and eliminate distractive details.
  • Use a Structure which organizes the material to lead the audience to take the desired action.
  • Use a Style of powerful words & graphics to engage audiences and not bore them!
  • Harness critical Speaking skills to overcome fears, exude confidence and demonstrate your competence.
  • Be aware of the Set-Up: the audience's needs, your ability to present effectively, and where the meeting will take place.

During this program you'll practice by delivering your own presentation, and get feedback from video & group. To promote your company, service or product - and your career, don't miss this workshop. To register for the Early Bird Special, click here.

Yes, we also offer in-house corporate group training and one-on-one coaching. Share with us your needs and we'll find the right solution for you. Click here.

Webinar Excellence
We will be announcing a new series of webinars shortly - stay tuned!

From Our Associates
  • - Are you a New York-based CEO or Trusted Advisor who wants to be a better leader? Join the CEO Game Changers and the Trusted Advisors as they accelerate leader growth.
  • www.LeaderSolutions.TV - Want to be a star? C-level executives who have confronted and resolved key challenges, discuss them on this interview show. Register now for program alerts.

Presentation Excellence, Inc. * 31 East 32 Street (3rd Floor) * New York, NY 10016 P: 646-290-7664 * F: 646-478-9435

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