Better Presentations - More Sales : Helping you grow revenues by sharing enhanced in-person and virtual sales and presentation skills, tips and ideas. Hosted by Trevor Lee : Presentation Coach and Sales Growth Champion
Trevor Lee
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Presentation and Sales skills are fundamental to business success. We present ourselves, our company, our products/services all the time - client interactions, sales pitches, product demos, at events, webinars, internal and investor briefings etc…With the help of an array of high profile global guests this podcast aims to help you deliver better presentations that combined with enhanced sales skills convert into more sales.Show host Trevor Lee is a presentation and sales coach and fills a gap for growing companies who don’t have a sales director.
Available episodes
Newest first
Oldest first
3 days ago
#160: Nutrition & Well Being Coach Daz Stephens shares some tips and ideas for you and your business
Nutrition & Well Being have become even more important during lockdown and in the workplace they are often underestimated in the impact well designed programmes can have. In this episode Daz Stephens shares tips and ideas to help you have a better workplace and look after yourself.
Daz focuses on small changes rather than big bang approaches so eventually the changes you make become a habit.
Daz can provide training inputs, health workshops and presentations for all sizes and locations of businesses.
Contact with Daz on Linked In
Find him on Facebook
Check out his website - kinetic energy nutrition coach
Apr 12, 2021
#159: 5 business lessons from 44@60
In this episode I'm sharing five lessons I've learnt from my 44@60 campaign which can apply to business. They are as follows:
* *Set yourself or company a BHAG* – a big hairy audacious goal – something pushes you outside of your comfort zone and becomes very exciting and motivational to aspire to
* *Preparation, planning and practice* – I had to do an awful lot of all of these 4460 but do we do enough of them in a business context – particularly practice?
* *Learn from others* – I knew nothing about running two years ago but since then I've interviewed people from my rain podcast, I watched YouTube videos, I've had conversations, I read books and you can do the same in business – it doesn't matter how old you are we can keep learning
* *Visualise success *– if you really want to achieve that big order or win a new customer you have to believe it's going to happen you to visualise what it's going to be like when it does happen
* *Shout a lot *– someone told me once that if you want to believe something is going to be real you need to talk about it and shout about it a lot so how good are you are shouting about what you're doing?
And if you want to get involved with 44@60 here is the link
Apr 5, 2021
#158: 5 Tops Tips to becoming a better, more successful salesperson
Those 5 top tips:
*Be proactive* – don't want things to happen make them happen – call customers, create opportunities, get involved, comment, network, self-market.
*Be better prepared* – do your research on current and prospective customers, prepare the questions are going to ask, think about the concerns your customer might have.
*Deliver better virtual presentations and sales pitches* – now is the time to get better this standout in your sector, your industry, your organisation
*Be better at listening than talking* – know when to shut up – too much talking will drive your customers away
*Offer Alternatives* – buyers love to make decisions so if your proposal or pitch is essentially one product or service you are giving them a take it or leave it decision - give them 3 options
and as a bonus tip:
*Remember to value yourself* – you are a valuable asset to your customers, your company, your colleagues and yourself and don't underestimate how important you are in the sales process
if you want to get involved with the 44@60 masterclasses I described in the podcast here are the links to those:
April 13th - Deliver Better Virtual Presentations
April 29th - Win More Sales Pitches
Mar 29, 2021
#157: Pete Ryan - Co-Ceo and Co-Founder of CoSell on selling more together
CoSell is a network built sales teams to discover new partners, to surface prospect firewall introductions and whilst it uses the CRM to bring people together there is very much a focus on the human side in terms then the, collaboration and communication skills.
Here's how CoSell describe themselves:
Being sales people and start up founders, we understand deeply the value of co selling with partners. We know from experience how it can unlock new revenue and radically shorten sales cycles.
However, when we looked around in the market, we couldn’t find the tools to make this happen —especially when working remotely. Too many of the old ways required meeting face to face, sharing cumbersome spreadsheets, and relying on old-school methods. We knew there had to be a better way to make sales more human—and high tech.
That’s why we started CoSell, to open up a new world for sales teams to co-sell together. At the same time, we realized that while we are developing awesome tools, we discovered that making sales more humans starts from the inside. We’ve worked with leaders and sales teams that helped us bring the human side—empathy, collaboration, and communication skills—hand in hand with the CoSell network.
It’s never been easier to unlock your revenue potential. You can create and close more valuable sales opportunities than ever before. Are you ready to have your best sales year – ever?
Check out CoSell here
Connect with Pete on Linked In
Mar 22, 2021
#156: 5 top tips to help you get more from Virtual Networking
This episode is going out on March 22nd 2021 so around 12 months since we started doing everything on Zoom, Teams or Hangouts etc.. including virtual presenting, virtual sales pitches and virtual networking.
In this episode I share five top tips to help you get more from virtual networking which I'm sure most of you have done are still doing – here is a summary of those five tips:
*Arrive Early* – is a good chance to say hello and some hosts give those who arrive early the first elevator pitch slots
*Prepare* your elevator pitch, focus on one message, practice it and time it.
*Don't start* with your name your company and what you do, instead start with a 'did you know'
*Conclude* with a 'if any of you need help message'
*Be energised and engaged throughout
*And as a bonus tip case get yourself a speaking slot at a virtual networking event
Mar 15, 2021
#155: 5 Tips for Business Success as the economy picks up
So here are those five top tips:
*Get Better at Virtual Sales & Presentations* – 12 months now since we started to use Zoom and your customers now at the stage where they expect you to be good at this so now is the time to be the best in your company and the best in your sector and if you are you will be in demand.
*Position yourself as a customer asset - * as your customers get their businesses back on track you can position yourself as an invaluable asset to them by providing ideas, advice, knowledge, insight and energy and momentum as well as been an educator someone they trust because remember people buy from people and is only one of you.
*Think like an Entrepreneur- *regardless of whether you're running your own business or whether you're working for someone else the more you think like an entrepreneur the more successful you are going to be going forward so that includes the way you use LinkedIn, the way you come across with your networking elevator pitch, the way you are constantly looking for opportunities, making connections and starting conversations.
*Keep on developing and learning all round Business Skills - * if you wait someone to organise training for you you're waiting just like everybody else so get ahead of the game take advantage of all the learning resources that are around including podcasts, articles YouTube videos, books, webinars an online courses as well as tapping into the knowledge and experience of colleagues and customers
*Set yourself or your company a BHAG - * a big hairy audacious goal take you out of your comfort zone, it can be exciting and motivational for you and your colleagues it doesn't have to be for the whole company could be a part of or simply an area that you want to make a significant change to – let me know via podcast@trevorleemedia.co.uk about your BHAG
My BHAG is my 44@60 campaign which is a 44 miles I'm going to run on May 22nd in aid of the Music Therapy programme for the Children's Hospice South-West - if you like to get involved then here is a link to all the details: https://www.trevorleemedia.co.uk/44-60/
Mar 8, 2021
#154: Using promotional products to help drive sales with Swire Ho
Swire Ho is known as the ' Promo Guy' as well as being the host of The Small Business Show podcast.
in this episode Swire offers great tips and advice on how not only to choose the right promotional products for your target audience but also to then encourage that audience indirectly to become mini advocates for your product or service.
So as in most parts of sales and certain presentations its about putting in your customer first thinking through what they want and will use rather than necessarily what you like.
You can find Swire at garudapromo.com
Mar 1, 2021
#153: The 4C's of Accountability with Global Sales Strategist Don Markland
Don Markland is the CEO and owner of Accountability Now™, an Executive Coaching and Business Strategy company out of Jacksonville, Florida. As a Forbes contributor for Entrepreneurship, Leadership, and Sales, he has over 20 years of experience in the world of sales, marketing, leadership and business growth.
Don shares his 4C’s accountability to help you grow your sales and advocates accountability as the glue that ties commitment to results
* Continuous learning
* Correct failure
* Celebrate growth
* Crush mediocrity
Click here to download Don's free e-book: The 4C's of Accountability
Don’s top two tips for growing your business from this podcast:
* Don’t be afraid to make the decisions about employees
* Don’t do everything yourself – trust the team
Feb 22, 2021
#152: Don't tell me my presentation was brilliant!
Is brilliant an overused word in business?
Do we easily fall into the trap of saying to someone ‘that was brilliant’ when actually what they were sharing or showing was good but frankly nothing special.
In this episode I share 2 stories of how the word 'brilliant' was over used making people think they had reached their 'peak' when clearly they had a long way to go.
No matter how experienced we are, or how often we have delivered presentations we can still get better. So if you see me in presentation action by all means tell me my presentations was engaging, educational, entertaining, inspiring and prompted you to do something, but don't tell me it was brilliant!
If you'd like to get better at virtual presenting join my forthcoming business masterclasses on either March 2nd at 10am GMT or April 13th at 4pm GMT - click here for details - all the fees go to my local children's hospice music therapy programme as part of my 2021 44@60 campaign. Thank you for your support.
Feb 15, 2021
#151: 10 questions for you to ask to grow your sales
Great salespeople ask great questions and they are very good at carefully listening to the answers so here are 10 questions you can ask customers and prospects:
* How are you using the product/service you bought from us? - this opens up the opportunity for them to tell you about how good the product or services are and steer you towards something else that they need to supplement what they’ve already bought
* Are there any parts of it you feel you’re not using to its full potential? - again an opportunity to be helpful to ensure that the customer realises that you care that they are getting the best value from their investment in your product or service and of course an opportunity to add something to what they’ve already bought
* Did you know we also do….? - It’s very easy to assume that current customers know everything that you have on offer – this is highly unlikely and therefore there is always the danger of saying to you when you start talking about a product or service – ‘I didn’t know you did that if I had done I would have bought it from you’
* What are the product/services can I help you with? - a direct question really asking them what else can you sell them
* What needs to happen for you to buy from me? - this is a good question if you’ve got a keen customer but the order is just not getting signed off
* Who apart from yourself is involved in the buying process? - a lot of sales time can be wasted pursuing the wrong person but this question assumes the person you are talking to is part of the buying process and invites them to confirm that and give you the names of others in that process
* Are you ready to place the order? - sometimes you have to ask direct questions to get things movingWhy do you buy from us? - the answer to this question can be very useful when planning marketing activity and it’s one we don’t in business probably ask often enough
* What is your biggest challenge over the next three months? - a good general question which shows your interest in the organisation and one that most organisations would be happy to answer and of course the answers they give could well create opportunities for you
* Why do you buy from us? - the answer to this question can be very useful when planning marketing activity and it’s one we don’t in business probably ask often enough
* When you bought was there anything in the buying process that you we could do better? - it is usually only customers or potential customers who see the barriers in your sales process so use their experience of trying to buy from you to help identify those barriers and then ultimately get them removed
And 2 questions to ask yourself:
It is easier to sell to customers and prospects so why don’t we do more selling to customers?
With prospects how much focus are we putting on those who buy our type of product or service but from someone else?
Techniques to get the most from when you ask questions:
* Don’t interrupt when people are answering
* Listen carefully to the answers
* Confirm the answers
* Use the answer to ask your next question
* Build your position from the answers to create your opportunity
Feb 8, 2021
#150: Time for you to be an energised shining light
In these unusual times it s not easy to stay positive so you can be the person that your customers and indeed your colleagues look forward to most hearing from and seeing whether that be in-person or virtually.
The person who is a shining light who brings energy and inspiration to them.
And I will make a difference not just now but in the long term as well because you will stand out now with your ideas and enthusiasm and you will be remembered for the future.
Largely we all like to work with positive people so become that positive person yourself and people will want to work with you.
I mentioned in the podcast about the masterclasses I'm running as part of my 44@60 challenge to run 44 miles in the coastal path to raise money music therapy sessions for the Children's Hospice South West
Is a link to my 44@60 page where you can donate individually or book yourself or your colleagues onto one of the masterclasses
And here are the links to the individual masterclasses:
10 Quick Win…
Feb 1, 2021
#149: All systems go for 44@60
At a business event in February 2019 I somehow found myself volunteering to run the 44 mile Cornish coastal path ‘Classic Quarter’ in May 2021 to ‘celebrate’ a landmark birthday.
44@60 was born.
I'm now planning to raise £100 a mile for Musical Therapy Sessions delivered by the Children’s Hospice South West.
To do that I'm running a series of 60 minute virtual business masterclasses prior to the event sharing ideas and tips on my specialist areas of sales and presenting. Each masterclass spot is just £44+vat with the full £44 going to the fund-raising. All delegates across the series will have a chance of winning 1:1 coaching with me and a guest spot on this podcast.
To book spots please click here: https://www.trevorleemedia.co.uk/44-60/
Companies wishing to book multi-posts and have a single invoice should contact me direct via trevor@trevorleemedia.co.uk
Just Giving - we've divided the 44 miles into 176 quarter mile segments and we're looking to have each se…
Jan 25, 2021
#148: Turning spurts of enthusiasm into regular habits
Have you noticed how you can have spurts of enthusiasm for certain tasks but then struggle to maintain those spurts?
This might include making calls to existing or potential new clients where you know it’s something you ought to be doing but you’re always finding ways of avoiding it convincing yourself that other things have a priority when actually what’s more important than talking to customers?
One of the ways of making this happen on a regular basis is to set time in the diary to do it
I’ve been working with several clients recently who have this very problem and what I asked them to do was identify the hour during their working day in which they felt most energised, whether that was the first hour of the day the last hour of the day or somewhere in the middle
We then agreed that that would be the hour when they would make those calls
I also mention in this podcast the masterclasses that I’m going to be running for my 44@60 challenge currently scheduled for the end…
Jan 18, 2021
#147: Taking the chaos out of Zoom calls with Paul Hills
Chances are we are all using Zoom, Teams, Hangouts etc… more than ever before.
So 10 months or so since the first lockdown how are we doing? Are we getting better?
Or do our Zoom meetings feel a bit chaotic with some delegates finding it hard to get involved as the meetings are dominated by the interrupters and the strong characters.
Paul Hills recognised this and whilst being a volunteer lifeguard using signs to communicate to fellow lifeguards had his seminal moment - why not use similar signs to communicate during Zoom meetings?
https://www.videosignlanguage.com has 25 signs - all free for you to use although if you want expert help with the implementation Paul can do that
Jan 11, 2021
#146: Joseph Fung - 3 sales growth questions to ask yourself and training people for tech sales roles
Joseph Fung is a serial entrepreneur who is now on his 5th business Uvaro which is a programme that helps a wide range of people gain jobs in tech sales.
In this episode of Better Presentations More Sales Joseph talks about how the course works - it is full on for 12 weeks during which delegates have a 2 hour session each day which include a combination of sales skills, guest speakers, technical knowledge, career coaching etc…
Joseph also offers up some tops tips for budding entrepreneurs looking to start or develop businesses including key questions to ask:
Do I have the right understanding of the customers problem?
Do I have the right understanding of my solution?
How much would you pay for the solution?
You can find out more about Joseph’s training programme via this link: https://uvaro.com
Jan 4, 2021
#145: Time to be a Star of Stage and Screen!
Here's a challenge for you for 2021:
Become a star of stage and screen when you present - move away from everyone else - stand out - be more successful - create more impact - win more business.
In this first episode of Better Presentations More Sales podcast for 2021 Trevor Lee offers up 3 tips to becoming a star presenter:
* Mindset
* Preperation
* Practice
If you need help Trevor offers 1:1 presentation coaching - get in touch via trevor@trevorleemedia.co.uk - checkout Trevor's offering here: Presentation Coaching
Dec 21, 2020
#144: 2021 here we come.....
It’s been an extraordinary year - we’ve discovered new terms: lockdown, furlough, zoom ….
For some it has meant closure for others expansion
In this episode I’ll be asking you as an individual what new learning skills are you going to require to help you grow in 2021, what is your individual business plan?
For businesses I will be asking you to have a look at your customer offering in terms of the customer buying experience and asking you to check if you are keeping up with your customers as well as staying ahead of your competition
And I’m sharing six of the best tips offered up by guests on the podcast in 2020
If you need help to grow sales or deliver better more successful presentations in 2021 then check out my virtual sales director service and my presentation and sales coaching offers
And finally don’t forget to enter my competition to win a copy of Alex Goldfayn’s five-minute selling book – simply send me an audio of your top tip the 2021 to podcast@trevorl…
Dec 14, 2020
#143: How to make 2021 the year your presentations become awesome
At the beginning of 2020 if we had talked about presentations we would have no doubt been thinking of speaking at an event, maybe showing up with a laptop to a client meeting, in our team together in the conference room to give them some sort of business briefing
At the end of 2020 we are largely communicating virtually and as such are presentations have probably grown considerably with most of them being virtual if not all of them from internal meetings, to client pitches, product demos, elevator pitches at networking events etc...
What remains apparent though is that the vast majority of presenters are okay, they do a decent job but that’s about it
So my question is: 'Do you want to move out of the pack and become a standout, even an awesome, presenter?'
If you do then here are six things to help you achieve that:
*Keep the words off your slides* – set yourself a goal of having a maximum of six or seven words per slide – ideally one or two – remember your slide should…
Dec 7, 2020
#142: 4 questions to ask yourself if you want to grow sales in 2021
Sign up for my action packed 'Sales & Presenting Tips for 2021' webinar on December 16th at 3.30pm GMT
Click here to reserve your place
Those 4 questions:
Are you talking to your customers?
How are you planning to get better at virtual meetings / presentations / sales pitches?
Are you making things happen or are you waiting for things to happen?
How much practice are you doing?
Nov 30, 2020
#141: Become ‘awesomer’ by boosting your Mindset with Umar Hameed
Umar is the author of 3 books, host of the No Limits Selling podcast and the developer of the Mindset Booster app.
In this episode of the ‘Better Presentations More Sales’ podcast Umar shares his ideas to help you make the move from B player to A player
He shares some tips around Mindset to help you do this
You can check out Umar via mindsetboosters.com where you can download a couple of gems from the content which is uploaded daily to the app
You can connect with Umar on Linked In
And check out his main website No Limits Selling
And here's a link to Umar's Podcast : No Limits Selling
Nov 23, 2020
#140: Leading and Selling with Noble Purpose with Lisa Earle McLeod
Lisa is the author of 5 books including the best sellers ‘Selling with Noble Purpose’ and ‘Leading with Noble Purpose’
In this episode of the ‘Better Presentations More Sales’ podcast Lisa shares the benefits of ‘Noble Selling’ by focusing on the outcomes customers enjoy from doing business with you
Lisa explains that ‘How will the customer be different by doing business with us?’ - is the game changing question that leads the sales planning and call preparation.
Noble Purpose drives competitive differentiation and emotional engagement - both recognised as key business success factors.
Here are the connections for Lisa:
Lisa’s website: https://www.mcleodandmore.com/
Nov 16, 2020
#139: Revenue expansion, sales tips, start up advice and press the pedal with Doug Brown
Doug is an expert in revenue expansion and sales optimisation.
Doug started working when he was 3, spent 12 years in the US army has launched 35 companies and is in demand across the globe.
In this episode of the ‘Better Presentations More Sales’ podcast Doug shares lots of tips and advice for any business owner or sales person
We discuss how the approach to sales has been forced to change, Doug talks about the need for having great rapport building skills and advises organisations and individuals to not hold back right now but to ‘press the pedal’ and make things happen.
Here are the connections for Doug:
Doug’s website
Doug’s email: doug@businesssuccessfactors.com
Doug’s book ‘Win Win Selling - Unlocking your Power of Profitability by Resolving Objections’ is available here
Nov 9, 2020
#138: The Challenges of remote selling for sales people and sales managers with Steve Benson
Steve is the CEO and founder of Badger Maps - a unique system which helps sales people plan their call routes.
Steve has his own podcast - Outside Sales talk Podcast and is the President of the Sales Hall of Fame for the San Francisco Bay area
In this episode Steve shares his thoughts and ideas around the challenges faced by salespeople and sales managers
We discuss how management is adapting and the skills needed right now including negotiation skills, presentation skills, communication skills and technology skills as well as having a mindset that includes a high-energy approach and tenacity to overcome any obstacles and barriers to sales
Here are the connections for Steve and Badger Maps:
*Websites:*
Badger Maps Website: https://www.badgermapping.com/
Outside Sales Talk Podcast: https://www.outsidesalestalk.com/
Sales Hall of Fame: https://www.badgermapping.com/sales-hall-of-fame/
*Steve Social:*
Linkedin Steve: https://www.linkedin.com/in/stevenbenson/
Instagram - Steve…
Nov 2, 2020
#137: Are you Proactive or Reactive?
Most people in business tend to be reactive – we react when the phone rings or an email pings or someone responds to some marketing we’ve done.
The current situation we find ourselves in means that to get ahead we have to be more proactive
So in this episode of the ‘Better Presentations More Sales’ podcast I’m sharing six ideas to help you become more proactive, linking them to my three key success attributes: knowledge, attitude and mindset
* Create a personal or company business plan for 2021 – detailing the goals and ambitions you want to achieve and the skills that you will need to develop
* Look hard at your use of your time right now – if you think you are incredibly busy then you’re probably doing the wrong things
* Call your current customer base to find out how they are doing and if you can be of help to them
* Identify five potential prospects and aim to have had two-way conversation and identified an opportunity to work together within the next thr…
Oct 26, 2020
#136: Remote Selling & CRM usage with Jeroen Corthout of SalesFlare
In this episode of 'Better Presentations More Sales' co-founder of CRM system SalesFlare Jeroen Corthout shares his thoughts and ideas about the benefits of remote selling and how to do it well whilst also making sure that when you are using a CRM is not a chore but an effective sales tool.
You can find out more SalesFlare here
And connect with Jeroen on Linked In here
Oct 19, 2020
#135: How the B2B salesperson's role continues to evolve with sales strategist David Roddick
David Roddick shares his thoughts and ideas as to how sales roles will continue to evolve with a greater emphasis on research, data insight and technology skills.
This episode is great for sales people who have seen huge change during the last few months and need guidance on what they need to do now in order to be a stand out / highly successful salesperson and for aspiring sales leaders to be ahead of the game by focusing their team on the things that can really make a difference.
David talks about 'challenger selling' which involves real in-depth research and data interpretation so you can go to a client 'ready armed with a hypothesis which will help you solve the problem your client may not even know they have'.
David explains how sales roles have changed and will continue to change as clients expect sales people to educate them and therefore help them.
You can connect with David on Linked In
Join my webinar on 'Virtual Selling' on Nov 18th - register via this link
Oct 12, 2020
#134: How to convert more sales proposals into orders
You work hard to attract potential customers to you. You turn enquiries into conversations and then into a proposal and then nothing happens. So how you increase your sales proposal conversion rate? That's what we are covering in this week's episode of the 'Better Presentations More Sales' podcast. we're going to look at three steps to successful conversions:
1. What happens before you put the proposal together/send it out
2. Actually putting the proposal together
3. Following it up
I will share with you tip snack ideas for each stage with one underlying message - the purpose of any sales proposal is to make it easy for the receiver to say 'yes'.
Oct 5, 2020
#133: How to gain the confidence to run virtual face to face sales meetings
Are you struggling to make the change from pre-lockdown face to face sales meetings, viewings, demos, pitches etc...to virtual ones?
In this episode I share ideas to help you become confident and to make a conscious decision to embrace virtual meeting rather than assume things will go ‘back to normal’.
If you need the confidence to do virtual meetings then you need to prepare well, practice internally and then book your first on-line meeting or viewing or demo.
You do though need the desire to do this and to learn how.
It’s amazing how many experienced sales people with 10+ years under their belt think they they can’t possibly learn anything that will be of benefit to them and dismiss the idea of practice.
So if you want to standstill and probably get overtaken by others then the easiest way to do that is to stop learning and never practice.
It’s is down to you.
Don’t wait for your boss to say ‘this is how we’re going to do things’ - take the initiative and stand out…
Sep 28, 2020
#132: How to present virtually - top tips to help you deliver great online presentations, demos, pitches, meetings etc...
In this episode I walk you through my 7P's of presenting model to help you deliver great virtual presentations for client meetings, demos, pitches, team meetings, webinars, event presentations etc...
Those 7P's:
Purpose - why are you presenting and what do you want the outcome to be?
People - who are you presenting to?
Preparation - how ling have you got? getting your kit sorted
Plan - Structure,Content, Flow
Powerpoint - How to use slides effectively
Performance - delivering your presentation
Practice - the benefits of and how to
Need help presenting? Get in touch - here's a link to my presenting programmes
Sep 21, 2020
#131: How mystery shopping can grow your business and inspire your team with Claire Boscq-Scott
Claire Boscq-Scott has organised mystery shopping programmes for thousands of companies over the last 11 years. Claire has taken all her findings, including the good the bad and exceptional, and produced a new book called ‘The Secret Diary of a Mystery Shopper’
In this episode Claire shares her tips and ideas around the benefits of mystery shopping as well as sharing some of those bad and exceptional cases that she has come across
You can download an e-book version of Claire’s book for free on Amazon Kindle
If you would like a hardback version of the book for just the price of shipping follow this link
Here’s the link to Claire’s online courses https://bqbcxinstitute.org
And her You Tube Channel
Sep 14, 2020
#130: 8 lessons from 8 years in business
This podcast goes out on Monday, September 14th 2020. On the same exact day eight years ago in 2012 I started Trevor Lee Media. The timing was precise because when I left Northcliffe Media on the previous Friday I had completed 29 years exactly with them.
So what I learnt in those 8 years?
Here are 8 of the things I have learnt which I hope will be useful for you:
* Think bigger than you actually are and always have a business plan regardless of the size of your business
* Always be ready to pivot your offering and let your customers do this for you
* Network - people buy from people to getting known is really important
* Turn yourself into a media company, again regardless of how big you are, so have an active up-to-date website, use video viral YouTube channel, write articles and comment, in the B2B sector be active on LinkedIn and maybe have a podcast
* The curious – get into more conversations and when you do ask really good questions
* Give before you take – advic…
Sep 7, 2020
#129: How to sell big ticket products or services with Chris Kenney
One of the challenges facing many sales people is the 'big ticket' item - the one that costs a lot and as a sales person makes them feel a bit nervous when it comes to talking about price. And related to that is how to continue a sales conversation when the big ticket price is revealed and the potential buyer is pushing back.
In this episode sales coach Chris Kenney, who specialises in working with anyone selling high price products or packages, shares some tips and ideas to help you.
On September 14th Chris launches his 'Income Accelerator Challenge' which you can join via his facebook group - check it out here
To learn more about Chris follow this link to his website
Aug 31, 2020
#128: 8 actions to help you grow autumn sales during difficult times
Are you hoping sales will pick up or you being proactive so you can take hope out of the equation?
Here’s 8 things to do in September
* Sacrifice the fancy banners - these looked great when business was good but right now your website needs to work harder than ever so don’t waste key space on things that aren’t helping sell - What’s trending - analysis your sales data and look at market trends - this information can help you identify which of your products / services are most likely to be in demand this autumn. And from that you can look at your website - see above - and your marketing activity.
* Respond quickly - if potential customers come your way be ready to respond quickly to phone calls, emails, messages etc....Respond positively - if people do contact you there’s a very good chance they are ready to buy so make sure your best customer people are fielding those calls, emails etc....An incoming call or email from a potential customer has momentum - don’t let t…
Aug 24, 2020
127: 5 minute selling with Alex Goldfayn
Could ‘selling’ for just 5 minutes a day make a difference to your business? Founder of the Revenue Growth Consultancy Alex Goldfayn thinks it can. In this episode of the Better Presentations More Sales podcast Alex talks about his new book ‘5 Minute Selling’ and the concepts you can use to see if 5 Minute Selling works for you.
One of Alex’s key points is that very often we only have conversations with existing customers only if something has gone wrong. Alex want us to be more proactive in our interactions with existing customers.
I've got copies of Alex's book to give away to listeners so tune in and you'll find out how you can win a copy.
Alternatively go onto Amazon and search for Alex Goldfayn in the Business Book section.
Here's a link to Alex's website
Aug 17, 2020
#126: Get Real, Get Connected, Get Help
In this episode I'm sharing ideas to help you move forward right now by getting real, getting connected and getting help:
Get Real : about the situation you find yourself in right now - look at your capabilities, look at your offering, look at your revenues, your costs, your goals and vision - note realism doesn't mean pessimism.
Get Connected: with your customers, your team, your suppliers - keep communication going, find out what's going on, how are customers doing, how can you be helpful?
Get Help: don't try and get through this on your own, check finance options available, keep learning, join networking groups, go on webinars, watch videos, read books, download previous episodes of this podcast - hire people like me!
Don't forget to subscribe and do please leave a review - you can do that on this podcast app
Aug 10, 2020
#125: How to get your prospects to convince themselves to buy and why having a learning strategy is paramount to sales success with Paul Ross - speaker, author, trainer, teacher.
Paul Ross is a speaker, author, trainer and teacher who specialises in helping salespeople use the power persuasion and language to boost their sales. Paul's particular focus is turning star salespeople into superstar salespeople.
In this podcast episode Paul shares some great tips and ideas around the away to interact with customers and five keywords to use when connecting with them.
Paul thinks are too many sales people are to direct and that the best salespeople are great at switching between being vague and being specific when they need to. The best salespeople also have a clear learning strategy.
Paul wants salespeople to not be too enthusiastic but instead to focus on getting the prospect to imagine for themselves what it will be like to benefit from the product or service being offered.
You can download a free digital copy of Paul’s book ‘Subtle words that Sell’ via his Facebook group: https://www.speakerpaulross.com/joingroup/
And here's link straight to the book: ht…
Aug 3, 2020
#124: Turning Sales Disruption into Sales Opportunities - 7 tips & ideas
As business emerges from lockdown we continue to face huge disruption but within that is there huge opportunity?
I think the four key challenges that businesses face haven't really changed:
* You need to ensure your offering remains relevant to your customers
* You need to offer a great customer experience to differentiate yourself
* You need to keep an eye on competition
* And you need to generate revenues
So here are my seven top tips for turning disruption into opportunity:
* Give before you take
* Get noticed and talked about
* Freshen up your offer
* Freshen up your website
* Communicate with your customers
* Respond quickly
* Be alert and ready for any opportunity
Jul 27, 2020
#123: 6 questions to ask yourself about the way you present yourself on calls
People buy from people so the way you come across to a new or indeed existing client will sway their decision about buying regardless of how good or not your product or service is. If they don't think you;re the right person to work with they may well go elsewhere. So here are 6 questions to ask yourself :
Q1 : Before any call or visit have you done your preparation? - includes researching your client, preparing questions you need to ask, confirming with yourself the purpose of your call
Q2 : Are you good at building rapport? Creating a comfortable conversational style interaction - particularly when you are on the phone or on a video call. Not too pally or being over friendly. Get the balance right.
Q3 : Are you coming across as more interested in identifying and solving a problem for your customer or grabbing a sale?
Q4 : Is your customer thinking - ‘this is just another sales person trying to get an order?’ Think relationship not transaction.
Q5 : After each call / vi…
Jul 20, 2020
#122 : 6 tops tips to help you deliver successful on-line product or service demos
Salespeople across the globe have since business began used the face to face 'demo' as a great way of creating sales for their products or services. But times have changed and the demo has had to shift on-line.
Based on work I've be doing with sales teams making this transition to the on-line demo in this episode I'm sharing 6 tops tips to help you deliver successful product or service on-line demos including:
* Being clear about the Purpose of your demo
* The preparation you need to undertake
* Planning the flow and timing
* Delivering - getting the start right, not going into too much detail in the middle, ensuring you have a call to action finish.
If you need help switching to on-line demos please do get in touch via trevor@trevorleemedia.co.uk
Jul 13, 2020
#121: Overcoming the anxiety and fear of presenting with Adam Pearson
'*Say YES to Presenting*' is Adam Pearson's suggestion for overcoming anxiety and nerves when it's your turn to present or speak. Many people avoid presenting even though they are confident in many other areas of life. Being ready and willingly to present is particularly important right now as we find ourselves delivering lots more presentations, demos, sales pitches etc - most of which are on-line.
In this episode Adam refers to different parts of the brain to explain his YES model:
*Y*ou - convincing yourself that you do want to present- being spontaneous
*E*njoy - looking forward to it, being determined to enjoy it
*S*tyling - the mental preparation to be ready to deliver in a way that suits you
Find out more about Adam Pearson at Newquay Hypnotherapy
Jul 6, 2020
#120: 6 top tips to help you successfully switch from in-person to on-line face to face sales
Thousands of salespeople who are used to dealing with people on a face-to-face basis are returning to work facing the reality of transitioning to delivering their sales meetings face-to-face meetings online. In this episode I share six top tips to help salespeople make the switch these include:
* Using the right equipment
* Running the meeting
* Having very focused screen shsres
* Using your voice and body language
* Asking more questions than usual
* Practising
Jun 29, 2020
#119: Better Presentations = More Sales
As business continues to emerge from lockdown one of the challenges for the B2B salesperson will be the transition from switching from face to face sales meetings, presentations, demos and pitches to delivering much more of them online.
Some of the skills will be transferable but new ones will be needed around meeting management, using technology, being set up to look and feel professional.
Now is the time to stand out from the crowd by getting better at delivering virtually.
And that's why in this episode I'm announcing that as of next week (July 6th) the podacst will be renamed 'Better Presentations More Sales'
Jun 22, 2020
#118: Leadership after lockdown - time to focus on your strengths with Catherine Dudmesh
Through her business 'Strengths People' Catherine Dudmesh helps leaders recognise and focus on their strengths. In this podcast Catherine explains how powerful working with strengths can be - particularly right now as businesses emerge from lockdown. Catherine shares her thoughts on helping leaders re-connect with their strengths, re-focus on their goals, and re-energise themselves so they are motivated and ready to go.
Check out Catherine's website Strengths People
And connect with Catherine on Linked In
e-mail: catherine@strengthspeople.com
Jun 17, 2020
#117: Ally Glover Unlocking Potential - Business help programmes and webinars
Ally Glover is a Cornish girl who enjoyed a corporate career then returned to her roots and is now the programme director of Unlocking Potential (UP) an organisation that helps a wide range of businesses from start ups (UP Breakthrough Programme) to those looking to step up above the vat threshold and head towards £500k (UP In-Focus Programme)
Ally shares her journey- including a corporate role of 'enthusiasm monitor' - how she returned to Cornwall and has grown UP into an organisation that has helped tons of local businesses, has created 2000 graduate level jobs and continues to help Cornish businesses through its latest exciting business development and support programmes and series of webinars.
Check out Unlocking Potential
Connect with Ally on Linked In
Jun 14, 2020
#116: Billy Keels - Sales Champion & Entrepreneur sharing tons of top sales tips
Billy works for SAP, the world's leader in application software, as well as running his own business KeePon Cashflow and being a successful property investor. In this episode Billy shares his top sales tips, talks about vision and goals and how he prioritises looking after his existing customers as a key to sales success.
Connect with Billy on LinkedIn
Billy's Website
Jun 11, 2020
#115: Entrepreneur Kevin Gray-Roberts shares some pillow talk, TV shopping channel activity and email marketing during lockdown
Kevin Gray-Roberts is a director of GX Pillows - Kevin shares the extraordinary story of how his business partner founded the company after the business partner's daughter was seriously injured when hit by a car. It's a story of how a business emerged from a near tragedy and how not only has the business thrived but there has also been a personal happy ending. Kevin talks about their experiences of appearing on Ideal TV - Channel 22
Kevin also runs an email marketing company - We Are In Touch - and he shares updates on what is happening at the moment, particularly as many of his clients re in the hospitality sector.
Here's the link to GX Pillows
Here's the link to We Are In Touch
Jun 8, 2020
#114: Managing remote teams, growing sales, facebook and instagram tips with Kevin Urrutia, co-founder of Voy Media
Kevin Urrutia is the co-founder of New York based Voy Media who specialise in creating for clients Facebook and Instagram ads that are sophisticated and super creative. Kevin's team are usually half on site and half around the world. During lockdown they have all been working remotely and Kevin shares tips and advice on leading remote teams. Kevin also talks about growing this and his other businesses and how important working closely with clients is, especially now. And to finish the episode Kevin shares his top tip for social media posts, something that every business no matter what size can do for themselves. It's a great tip and well worth listening to the whole episode for which is around 20 minutes.
Kevin also has his own podcast - Digital Marketing Fastlane (link below) which helps you to build. launch, grow and scale a successful online business.
You can find Kevin here: Yoy Media
and check him out on Linked In
and here's the link to Kevin's podcast : Digital Marketing Fastla…
Jun 1, 2020
#113: 'Stop Selling Start Helping'- 8 things to do this week to help your customers, potential customers and yourself
This podcast episode is going out on June 1st and here in the UK there are signs of businesses starting to regain momentum. There is though still a long way to go and as such my message at the moment is very much around 'Stop Selling Start Helping' because if you are helpful right now to your customers and your potential customers they will appreciate and remember that and when they do need to buy just where they will be looking first – that's right towards you.
So in this week's podcast I put forward 8 things for you to do this week which will be helpful to your customers and your potential customers from creating a how-to article/video, to sending a thank you card, to commenting positively on social media to ensuring that if I visit your website I understand what it isis your offering
May 25, 2020
#112: Space and the Business Opportunities it offers - with Space consultant Andy Williams
Are you in the Space business? Have you considered being in the Space business? Did you know that there is funding available to help you get into the Space business? In this episode I have with me Andy Williams who runs his own business called 'Space Professionals' as well as working as an a regional ambassador for the European Space Agency. Andy talks about the opportunities that Space offers to businesses as well as how satellite communications are changing significantly and thus creating opportunities for businesses to fill potential gaps in the satellite market. It is a fascinating interview and the first time on the podcast we have gone literally into space.
May 18, 2020
#111: Lockdown Sales Tips, the future of Sales Training and being kind and helpful
Can you pivot your offering into new areas which match your capabilities to help you create revenues? Are you revising your current products and services to serve your existing and potential customers in a new way? Where are the opportunities?
What are you doing during lockdown to be helpful to your customers?
It's Mental Health awareness Week in the UK and the theme is kindness.
And is the day of the sales training day over?
#sales
#salestraining
#beinghelpful
May 11, 2020
#110: What have you started doing that you now realise will be of real benefit going forward?
During lockdown we've all had to adapt and as a consequence have found ourselves doing things that we might not ordinarily both in our daily and business lives. so the question I asked this podcast was 'What have you started doing that you now see will be of real benefit to you in your business going forward?'
Thank you to everyone who contributed
May 4, 2020
#109: Nicolas Vandenberghe Co-Founder of Chili Piper explains how you can double your inbound lead conversion
Nicolas Vandenberghe, CEO and Co-Founder of Chili Piper, helps companies significantly increase the chances of winning business from inbound leads particularly when those leads arrive by email forms.
Nicolas shares his ideas for helping you increase your inbound conversions and explains how Chili Piper's Conciege product is helping businesses like yours double their inbound lead conversion by turning leads into meetings, instantly.
And that's really important given that it is reckoned that 78% of deals go to the company that responds first to an inbound enquiry. How quickly are you responding?
Nicolas also talks about a new product Chili Piper are soon to launch that will help make internal email sharing much more efficient and productive.
Check out Chili Piper
Apr 30, 2020
#108: Mark Cant - How a ski resort bread round business paved the way for a big brand sales career
I met Mark Cant in Chamonix in 1986. He had by chance met up with some old college friends of mine and between them they started a bread round business as a way to fund their winter stay.
34 years and a highly successful sales career later Mark reflects on the lessons he learnt on the bread round and how they have stood him in good stead throughout his career. He even took along the 'sales board' from the bread round to his first interview.
Apr 27, 2020
#107: Adam Pearson of Newquay Hypnotherapy shares his thoughts on staying positive during the coronavirus
In this episode of 'The Sales and Presentation Podcast' I discuss with Adam Pearson ways to stay positive during lockdown. The episode also includes contributions from a number of my LinkedIn contacts.
You can find out more about Adam here
Apr 23, 2020
#106: David Bone, MD of Export Savvy, shares his experiences of business pivoting in uncertain times.
David Bone is a highly experienced business person who works as a business consultant as well as specialising in helping businesses and organisations with exporting through his company Export Savvy.
In this episode of 'The Sales and Presentation podcast David shares his experiences of working with organisations who are changing their business model during the current situation in order to explore new markets whilst continuing to work with their supplier base.
David talks about the need to be flexible and adaptable and how the current situation is also testing management skills both a strategic and communication point of view.
Check out the You Tube version of this podcast here
And have a look at Export Savvy
And David on Linked In
Apr 20, 2020
#105: David 'Brock' Brock shares top tips for online networking
David 'Brock' Brock is the founder of the Your Partnerships networking group. Brock admits that when he started Your Partnerships a couple of years ago it was a bit of a hobby. His natural enthusiasm and persuasive skills has seen it grow hugely and Your Partnerships now has around 4000 members spread across seven areas of the UK South West.
During lockdown Brock has recognised the benefits that online networking can provide as a means of staying in touch, communicating with other like-minded business people and picking up ideas to help your business through this. Your Partnerships is currently running four events a day which are open to members and non-members.
To find out more please click here : Your Partnerships
You can also connect with Brock on Linked In
This podcast is also available to view on Vimeo
Apr 13, 2020
#104: Brian Burkhart of Square Planet shares his top presenting tips
Brian Burkhart created his business Square Planet in order to help business professionals communicate more effectively and to maximise the opportunity a presentation offers. Brian has a book called 'Stand for Something' and he also hosts the Square Stories Podcast.
In this podcast Brian shares some top tips that will be useful to everyone who is a presenter, whether you are someone who is about to embark on their first ever presentation or you are a seasoned presenter looking to continually improve the way you present.
Here is the link to Brian's website: Square Planet
And to his book on Amazon: Stand for Something
Apr 6, 2020
#103: Kim Conchie - CEO Cornwall Chamber of Commerce on what's happening right now..
Kim Conchie, CEO of Cornwall Chamber of Commerce, discusses how the current situation will inevitably force change in terms of: working practices, our attitudes to consumerism, the High Street experience going forward and how businesses in order to survive will need to make full use of the financial support schemes now available whilst managing their cost base and planning for the future.
Kim also shares all the great stuff in terms of support, online events, steerage to funding suppliers and specialist information that the Cornwall Chamber of Commerce are offering to both members and non-members.
Mar 30, 2020
#102: Working from home - tips and ideas
Right now many of us find ourselves working from home so I've put together a short podcast episode with some tips and ideas, most of which have come directly from my LinkedIn contacts.
The key points they make are:
Use videoconferencing where you can to maintain that face-to-face social interaction, but do be aware that the quality of your audio is much more important than the quality of your video. Get yourself a microphone.
Use the time to learn and up-skill yourself.
If you are running your own small business have a good look at what you are offering and how you are coming across in terms of your website, your own profile etc... the sort of things that you always know you need to do but never have time to do it.
Mar 23, 2020
#101: Staying positive, saying thanks, thinking ahead....
We find ourselves in unprecedented times.
None of us have probably dealt with anything like this ever before.
I wasn't sure what to include in this week's podcast so after much consideration I decided I needed to put out an upbeat episode with some ideas about staying positive, saying thank you, keeping contact and using the time to think ahead.
At some point this will all finish and you and your business need to be ready for that moment but in the meantime we all need to try and stay positive and try and help each other get through this.
Thanks for listening
Stay safe
Mar 16, 2020
#100: Its the 100th Episode!!
Well I can't believe it but this is episode 100! Most podcasts apparently only get to episode six so I'm feeling pretty good that I've made it to 100. A big thanks to everyone who supported and encouraged me in particular my daughter Beth who has had the task of editing every single episode, this wouldn't have happened without her.
So a little bit of reflection on the last two years of podcasting and my top three tips for both helping you grow your sales and if you want to enhance the way you are as a presenter.
In cricket terms it's time to take a fresh guard and and set out my stall to keep going and produce relevant, interesting and hopefully inspiring content for you.
Many thanks for listening and do please leave a review – that would be much appreciated.
Mar 9, 2020
#99: Change the way you answer the phone
Phone calls are becoming increasingly rare, and combine that with the knowledge that we know that 70% of people, particularly in the B2B sector, are making decisions before they make any contact with the company and you can see how important it is that if the phone does ring is answered really really well.
The mindset shift has to be that when the phone rings it is someone ready to buy, not someone making a general enquiry. And based on the recognition that we only have around 9 seconds to make a first impression you can see just how important it is to get that answering done really really well.
In this episode of the podcast I'm sharing thoughts and ideas to challenge you and your organisation to look at the way your phone answering works, whether that be in person or whether it's the way voicemail works and indeed how you're on hold messaging works.
Mar 2, 2020
#98: Presenting as a Team
One of the toughest challenges when presenting is when you are part of the presenting team, because it's so easy for other team members to either overrun on time or not be under 100% clear about what their role is. If you're going to be a slick team of presenters you not only need to prepare well and practice hard but you also need to follow guidelines which will help you stand out against other presenting teams.
Here are 10 top tips for presenting as a team:
1. *Agree who is involved*. This sounds straightforward but often senior people within an organisation decide after the planning has been done that they want to be part of the presentation or pitch ‘after all’ - even though at the onset they said they would leave it to you and your colleagues.
2. Use the 7P’s model to *agree as a team the Purpose* of your presentation /pitch and what you want the outcome to be. This will help you decide who’s going to do what.
3. *Sketch out potential roles* - these could be:…
Feb 24, 2020
#97: Cricket Coaching & Business Leadership with Andrew Jones
Andrew Jones runs a highly successful business whilst being a well qualified cricket coach. In the last couple of years he has increasingly looked at how he can bring his coaching skills into his business and vice versa. In this interview Andrew provides great insight into the link between sport and business.
Feb 17, 2020
#96: 6 top sales tips to help you grow sales
6 top sales tips to help you grow sales in 2020 - including be on top of your numbers, review your marketing, do your customers understand what you are offering?, respond quickly, makes it easy for customers to buy - are you a T shirt or a Wetsuit Company? - enhance your people skills, make sure you prepare and practice, particularly for sales pitches and finally surprise and delight your customers.
Feb 10, 2020
#95: Don't go off too fast when presenting!
If you're one of those presenters who just wants to get your presentation over and done with there is a very good chance that you will go off far too fast. In this episode I get you to think about your presentation in comparison with a long-distance run - start slowly, build up your pace and hopefully have enough left for a strong finish.
It doesn't matter whether your presentation is 5 minutes or 55 minutes if you go to quick at the beginning your audience will struggle to keep up with you to need to plan to start slowly and then pick up the pace of your audience get used to you and your speaking style.
If you've got an important presentation coming up or you want to improve the presenting skills of you and your team please get in touch via trevor@trevorleemedia.co.uk or call me on 07785 390717.
Feb 3, 2020
#94: How accessible is your website and is it easy for customers to navigate? - Mark Picken shares his top tips
With 70% of buying decisions being made prior to any direct contact with an organisation or company It is increasingly vital that not only is the journey through your website easy for your potential customers to follow but also that your website is accessible to all.
In this episode website accessibility and customer journey expert Mark Picken shares his top tips and advice on making sure that your website is accessible and is easy to follow
Jan 27, 2020
#93: David Bone shares his top tips for growing sales through exporting
David Bone is an export expert and in this episode he shares his top tips for growing your export sales and how to get started in exporting.
Jan 20, 2020
#92: How print can drive sales with Matt Bunt and Jon Hart from St Austell Printing Company
We live in a digital world, we are bombarded by seemingly zillions of digital messages all of the time, so how can we stand out against our business competitors and catch the attention of our potential customers?
Printed materials when done well can help you and your business stand out. On this week's episode print experts Matt Bunt and Jon Hart from the St Austell Printing Company share their top tips and ideas to help you get the most from your print and help you use print to drive sales for your business.
St Austell Printing Company won numerous sustainability and environmental awards in 2019. They serve clients all over the UK for a modern high-tech plant in Cornwall.
Check them out here
Jan 13, 2020
#91: Top Marketing Tips to help you drive sales with Simon Vincent
Simon Vincent is an experienced marketeer who now run this own consultancy helping businesses of all sizes make the most of there marketing. In this episode he offers lots of top tips to help your business ensure its marketing activity is ready to drive sales in 2020.
Jan 6, 2020
#90: Surprise & Delight your Customers in 2020
In this episode of the sales and presentation podcast I share with you some ideas to 'Surprise and Delight' your customers 2020 – simple things that will cost you very little in both time and money but could have a significant positive impact on your customers and help you differentiate yourself from your competitors.
As part of that I encourage you to say 'No' when you honestly don't believe your product or service is right for the potential customer, to keep communicating with customers to ensure you're meeting their expectations but to do that in person not by some online survey, to sort out complaints immediately and to make your customers feel acknowledged and appreciated which will help them want to become an advocate of yours and essentially do all your marketing for you!
Dec 16, 2019
#89: 2019 - The things I've learnt
I've learnt lot of things in 2019 summarised as follows:
*1. Keep on learning* – it doesn't matter what position you are in the company you can still learn – never think you know everything and you don't need to worry about knowing anything more – and if you organise learning for our team such as sales training day recognise that sales training days are not a magic bullet and you need to follow it up and keep the momentum generated going.
*2. Keep working hard * – the people I work with who really make significant progress whether in the sales or presenting environment or the ones who prepare well for their sales call their presentation and practice it.
*3. Believe it can happen * – visualising success helps us overcome any doubts we have and helps us stop thinking negatively.
*4. See interacting with people as a key business skill* – customers, colleagues, team members, big bosses there all people and if you work on your people skills your opportunity for success wil…
Dec 9, 2019
#88: 5 tops tips to help you become an awesome presenter in 2020
2020 is looming so why not set your ambition to transform the way you present next year. If you always avoided presenting and take the plunge and do that first presentation, if your occasional presenter and make 2020 the year that you up your game and become a much greater presenter and if you are a regular presenter and don't get complacent and become much better than all other regular presenters.
In this podcast show you how to achieve all three of those targets and show you five top tips that all presenters can benefit from in 2020.
Dec 2, 2019
#87: 9 things to do to grow sales in 2020
In episode 86 we talked about transforming sales as a company and as an individual - in this episode we follow up looking at nine things to do broken down into three groups numbers, processes and people.
These include sales analysis and forecasting, looking at the process to attract a new customer and grow existing customers and developing your team as well as the customer experience and not forgetting yourself regardless of whether you're an MD member the sales team or just starting your career.
Nov 25, 2019
#86: Transforming your sales as a company and as a sales person in 2020
Tips and ideas to help you both as a company and as a sales person to transform your sales in 2020.
Get in touch and talk to me about the new look Sales transformation programme that can help your company transform sales in 2020.
Nov 18, 2019
#85: Are you creating opportunities when networking or just having a nice time?
Lots of people go networking but never have a plan or really consider why they are going. In this episode understand the mindset of networking: Learn, Connect, Think - as well as how to plan for networking plus top tips to ensure you maximise your invest in networking time.
I reckon 50% of my business in the last 7+ years is as a result of networking so in this episode I'm sharing my experiences and learnings.
You make your own luck when networking.
Nov 11, 2019
#84: What type of Sales Manager are you or is your boss?
A common 'quote' often seen on Linked In is the one that suggests people don't leave companies they leave managers. Sales management is a highly skilled task that is often given to the 'best or longest serving salesperson' rather than the one most likely to be the best sales leader. Sales managers are often under trained and supported.In this episode I'm reflecting on the Sales Manager types I've encountered - and potentially the ones I've been - over the last 35 years.
Recognise any?
If you do don't be afraid to comment or leave a podcast review.
Thanks for listening.
Nov 4, 2019
#83: 5 minute Sales Pitch - how to get it right
A 5 minute sales pitch is probably one of the hardest things to get right in terms of presenting. In this episode I share ideas and tips on how to make sure you get all the key components into the presentation while still running within the five-minute timescale.
Key points will be:
Don’t start by talking about yourself, your company or your product/service
Be ruthless with your content including slides and words on slides
Practice delivering your 5 minute pitch in 4:20 or less - anything more in practice and you risk overrunning your time slot.
Top tip: If there is a Q&A afterwards prepare 2 rhetorical questions you can ask yourself just in case no one asks any questions
Oct 28, 2019
#82: Stoptober Part 3 - Stop thinking 'That won't happen'
In this final mini Stoptober series this is your opportunity to think positively, to think big and visualise success and to stop thinking 'I could never do that' or 'they'll never buy that'
Oct 21, 2019
#81: Stoptober Part 2 - Stop delivering ordinary & predictable presentations
Make sure that your presentations aren't as predictable as everybody else's – in other words you start off by saying who you are, who your company is and then you go on to talk about what you do, you might take a few questions and then you say thank you and sit down.
So use Stoptober to pledge to do things differently which could include using a lot less slides and more props, talking about your audience yourself, talking about the issues they have not your company, showing ideas that will help them not things that are good for you, finishing your presentation with a challenge to your audience and adding a PS at the end of your presentation.
Oct 14, 2019
#80: Stoptober Part 1 - Stop being so busy
The business version of Stoptober starting with 'Stop being so busy' - tips and ideas to get your time back including:
Start by stepping back and reflecting on what you are doing with your time
Do some self analysis - what are you good / not so good at
Set your priorities
Avoid distractions - colleagues, social media, your phone!
Delegate - up and down
Say No!
Avoid meetings!
The theme for episode 81 will be 'Stop delivering ordinary / predictable presentations'
The final episode will be 'Stop thinking that won't happen'
If you need help implementing your ideas or you need a third party view to help you stop being so busy please do get in touch - trevor@trevorleemedia.co.uk
Oct 7, 2019
#79: Customer and Employee Experience with Claire Boscq-Scott at the start of Customer Service Week
Claire Boscq-Scott is a Customer & Employee Experience Expert. Claire talks about how increasing employee engagement and customer loyalty will help generate revenues. Claire is a global speaker and shares in the podcast 4 top tips to help your business increase its customer and employee engagement.
The podcast also coincides with the start of Customer Service week 2019. You can check out ideas that you could use *here**
*To find out more about the services Claire offers click *here**
*Or connect with Claire on *Linked In*
Sep 30, 2019
#78: Sales Q&A
Answers to sales questions that are regularly asked at workshops I run including:
'How do I convert more enquiries?'
'Why are my follow ups ignored?'
'How do I get a meeting?'
'How do I stand out?'
Check out the slide / voice over / video version of this podcast here
Sep 23, 2019
#77: ParkRun and Business - the many similarities in terms of organisation and structure
I'm sure most of you will be aware of ParkRun and the amazing phenomenon it has become over the last years. In the UK alone there now over 600 ParkRuns every Saturday morning. I'm a big fan of ParkRun so this episode was recorded whilst on the ParkRun at Trelissick in Cornwall.
I look at the similarities between the structure and organisation of ParkRun and business and see what the lessons are both sides from each other. Its a tough ParkRun at Trelissick so apologies if there's a lot of heavy breathing going on!
If you've got a sales conference or event coming up and you look into some inspirational motivational speaking or you run as part of your conference a sales workshop or you want to book a presentation workshop to help your event speakers really deliver for you then please do get in touch via trecor@trevorleemedia.co.uk or call me on 07785 390717
Sep 16, 2019
#76: 7 top tips to celebrate 7 years in business
This podcast is going out on Monday, September 16th, which is the start of my 8th year in business and is also exactly 36 years since I started my first ever 'proper' job working in the advertising department at the Lincolnshire Echo. I loved that job and I've been very lucky to love every job since, including what I do now.
I've been very, very lucky running my own business not only having been hired by a mix of really great people, but also to benefit from the support and encouragement I've had from a whole host of new people that I have met.
If you're thinking of starting your own business I hope that you will find these tips really useful, and indeed if you've been running your business for some time I hope you will also find them useful as a reminder of some of things we need to do to be successful in business.
This is episode 76 of the podcast and as the big 100 starts to loom into view over the winter I'm keen to get people on the show and interview them about their top tips a…
Sep 9, 2019
#75: The 7P's of Presenting - Part 2 - Powerpoint, Performance, Practice #75
Purpose, People, Preparation, Planning, PowerPoint, Performance and Practice. These are the components of my 7P's of presenting model and in this podcast episode I share with you the final three - Powerpoint, Performance and Practice. Here is a brief summary of each of the P's:
* Purpose - What are you hoping to achieve?
* People - Who are you presenting to and what are their expectations?
* Preparation - All the logistics - Equipment, Time, Venue etc…
* Planning - The structure - Big Start, Key Messages, Rousing Finish
* PowerPoint - Slides, Words, Props, Images, Videos, Templates etc..
* Performance - Delivering your presentation - overcoming nerves, using your voice
* Practice - The key to success! Practice tips and techniques
If you have the chance to do a presentation this autumn don't waste it in the way most people do. Following the 7P's formula will ensure that you have every opportunity of delivering an awesome presentation that will achieve your objectives w…
Sep 2, 2019
#74: The 7P's of Presenting - Part 1 - Purpose, People, Preparation, Planning - #74
Purpose, People, Preparation, Planning, PowerPoint, Performance and Practice. These are the components of my 7P's of presenting model and in this podcast episode I share with you the first four. In episode 75 I will cover the final three but to give you a taste of the content here is a brief summary of each of the P's:
* Purpose - What are you hoping to achieve?
* People - Who are you presenting to and what are their expectations?
* Preparation - All the logistics - Equipment, Time, Venue etc…
* Planning - The structure - Big Start, Key Messages, Rousing Finish
* PowerPoint - Slides, Words, Props, Images, Videos, Templates etc..
* Performance - Delivering your presentation - overcoming nerves, using your voice
* Practice - The key to success! Practice tips and techniques
If you have the chance to do a presentation this autumn don't waste it in the way most people do. Following the 7P's formula will ensure that you have every opportunity of delivering an awesome presen…
Aug 26, 2019
#73: Preparing for the rest of 2019
This podcast is going out at the end of August which is a great time to prepare to make the most of the rest of the year. In this podcast you will pick up tips and ideas you need to do which won't take a lot to implement but could make a big difference to your revenues.
* Reviewing your product and service portfolio
* Robustly challenging your marketing activity
* Planning to develop your sales team
* Checking that customers understand your offering
* Making sure the small / often overlooked things such as your email signatures and transfer messages are all in place.
Aug 19, 2019
#72: Your First Key Presentation
So your first key presentation is looming, how are you feeling? – Have you been looking for reasons for not doing the presentation? In this episode Trevor shares tips and ideas to help you overcome any nerves and plan and prepare well for delivering that first key presentation.
Aug 12, 2019
#71: Following Up
Your marketing efforts have attracted a potential client, you had a discussion about their requirements, you put together a proposal for the and you sent it to them. So what happens next?
In this episode Trevor shares tips and ideas for following up including getting the balance right between being persistent and being a nuisance, recognising you have to be patient but you have to stay in touch and not just to say 'have you read my email yet?' but to keep using every contact to add some further value in other words a tweak to an idea, a piece of extra information etc....
It seems that most people give up 'following up' after two or three goes, whereas the gurus say that it can take between eight and 10 contacts before your follow-up turns into an order so the message here is don't give up just think about how you're going to stay on the radar until you are needed.
Aug 5, 2019
#70: What type of Presenter are you?
Trevor identifies 8 type of presenters - do you recognise which one you are? or which ones you have seen in action recently.
From the 'slide reader' to the 'get me out of here' presenter, from the 'let's run this like a meeting' to the 'star presenter' you'll enjoy a semi-light hearted look through presenter types.
Come across one that isn't unmentioned? Then let Trevor know via podcast@trevorleemedia.co.uk
Looking for presentation help - click here for Trevor's presentation services
Looking for someone to speak on presenting at your event or conference please click here
Jul 29, 2019
#69: The BHAG Episode
Has your company got a BHAG? (a Big Hairy Audacious Goal).
Having a BHAG can be inspiring for you and your team, it can re-energise your business and of course drive growth.
In this episode Trevor shares his experiences of creating and delivering BHAG's and offers ideas and tips as to how you can create and implement your own BHAG.
Jul 22, 2019
#68: Presentation Preparation - a checklist of everything you need to consider
There are two keys to presentation success – practice and preparation. In this episode Trevor shares a checklist along with tips on how to do them of all the things that you need to consider prior to delivering your presentation – including your allocated time, the venue and its seating plan, your speaking position, the screen and projector available, microphones, slide clickers, as well as your introduction, other speakers, delivering a team presentation and a plan B should the equipment fail on the day.
If you are a relatively inexperienced presenter or speaker this podcast will be invaluable and very experienced presenters it will be a useful recap.
If you want help preparing your presentation or you would like to organise presentation workshop for your company check out Trevor's Deliver Awesome Presentations website.
Jul 15, 2019
#67: Responding to Customer Enquiries - tips and ideas to ensure you don't waste these opportunities
Your marketing works hard to attract customers but it will be all wasted if your response process when customers ring in, call in or contact you via email or social media isn't really well tuned with everyone in the organisation who gets involved with those enquiries fully understanding just how important this response process is.
In the podcast Trevor shares thoughts and ideas to help you have a very well organised response process so that you don't miss or waste any of those hard earned opportunities.
Jul 8, 2019
#66: The Last Minute of your Presentation
The last minute of your presentation is vital. It's the last chance you have to inspire and motivate your audience and essentially tell them what you want them to do next.
It's the last they hear from you so it is their last chance to decide if they want to engage with you, find out more about your offering, hire you in to work with them.
In this podcast episode Trevor shares with you ideas and tips on how to make the most of that last-minute, including making sure you have enough time left for the last minute!
The Podcast is also available in a video format where I have recorded the making of the podcast whilst sharing with you some prompt slides for all the key points.
You can find this via this link https://youtu.be/A8UbdaAuV4U
Jul 1, 2019
#65: The First Minute of your Presentation
Trevor shares top ideas on how to deliver the first minute of your presentation. This will include reminding you that the key to successful presentation is to engage, educate and entertain audiences and therefore it is really important to start with something of interest to your audience - which is not a combination of banging on about yourself and your company or indeed rambling/apologising. Trevor will give you ideas as to how to start your presentation with real impact with potentially a prop, a headline statement, a bold statistic or the start of a story. if you want to create great impact the start of your presentation and download the podcast or watch this video.
For more expert advice on delivering presentations and Trevor's presentations training programmes please click here
To watch the video version of this podcast which includes prompt slides please click here
Jun 24, 2019
#64: Creating sales when you don't have a sales team
Most businesses don't have sales teams which means the responsibility for sales lies with the business owner and those who in the business who pick up the phone / greet visitors / answer emails. Tune in and discover my top tips for creating sales for businesses that don't have a sales team.
Jun 17, 2019
#63: Cold Calling
Could calling - Love it? Hate it? - either way it can be a useful sales tool. My connections on Linked In share their thoughts on ideas on Cold Calling
Jun 10, 2019
#62: 'I'll never be able to do that'
How many times do we decide in advance that we can't do something that then holds us back? In this episode we look at how overcoming 'I can't do that' will help our business and career go forward,
Jun 3, 2019
#61: The London Business Show
In this episode I share my experiences visiting the London Business Show where I discovered that most of the seminar speakers were only speaking because they were exhibiting. On that basis I share some top tips if you are exhibiting at a business show and have the opportunity to speak at the show on how to make the most of your speaking opportunity.
May 27, 2019
#60: The Park Run Episode
This episode was recorded whilst taking part in the Trelissick Park Run. It looks at the relationship between sport and business, and what business can learn from sport particularly in terms of preparation and practice. My plan was to complete the park run in just under 30 minutes, which was achieved, so a slightly longer than normal episode this week.
May 20, 2019
#59: 'The more I practice the luckier I get'
A famous sporting quote. But do you take practice seriously enough in your business life? you spend enough time practising your presentation, your sales call, your sales meeting, your sales pitch? If you are like most people answer will be no. So in this episode I share with you good reasons for practising, techniques for how to practice, and details about how much you should practice.
I'll cover presentations, meetings, interviews, negotiations, sales pitches etc...
May 13, 2019
#58: ‘Death by Powerpoint'! How to avoid killing your audience
Death by Powerpoint - we've all suffered it! In this episode I share with you tips and ideas to ensure your audience are killed off by your use of Powerpoint. I'll be advising you to minimise the words on your slides, cut out any jargon, drop the marketing template slide design and fill the screen with powerful relevant images.
Death by Powerpoint is not usually the number of slides but the content on those slides.
May 7, 2019
#57: Make it Personal
We are bombarded with emails, social media messages and automation so how can you and your message, particularly in the B2B sector, stand out and get noticed?
Make it personal!
In this episode I share six top tips to make your communication personal from avoiding the 'cut-and-paste' to utilising the bespoke personalisation connection opportunity on LinkedIn.
The focus will be on audience first and you second.
Apr 29, 2019
#56: Are you ready for sales disruption?
We live in a world where disruption is an ongoing occurrence. In business we can prepare for this disruption and in this episode you will pick up tips and ideas for how to prepare for disruption in terms of:
Keeping up with your customers, staying ahead of your competitors, reacting to market trends, coping with world events and handling internal crisis.
It need not be a massive world event that affects and really disrupts your sales. A large customer going bust will be hugely disruptive, as will a competitor radically changing the product or service and potentially the price they offer, and your top salesperson leaving to go work elsewhere will create a gap that could take you quite a time to fill.
Most businesses tend to deal with sales disruption on the hoof, it happens and they do something about it..
This podcast gives you the tools you need to plan for sales disruption
You will find a couple of useful grids online website https://www.trevorleemedia.co.uk/category/podcasts/ to…
Apr 23, 2019
#55: Networking does it work for you?
'The more people you meet the more business you will do' on that basis you go to lots of networking events you will do more business but is that true?
In this episode I share with you tips and ideas for making the most of networking from a wide mix of my LinkedIn contacts.
Apr 15, 2019
#54: The rules for presenting at an event
If you get invited to present at a business event make the most of your opportunity by following these rules including running on time, following the brief and ensuring the audience can see and understand the content on your slides.
Apr 8, 2019
#53: Presentation Tips - How to deliver a rousing finish to your presentation
There are many presentations that finish abruptly either because they run out of time or the presenter simply hasn't planned a rousing finish/call to action. In this episode I share with you seven top tips for a great finish to your presentation.
Apr 1, 2019
#52: April Fools Day - are you a busy fool?
This podcast is going out on April Fools' Day so it asks the question 'are you been a busy fool?' it also offers five tips for presenting and five tips for sales if you want to do them in a foolish way and not be ultimately very successful
Mar 25, 2019
#51: 7 Tips for Career Development
These are the 7 tips I shared as a keynote speaker at the Northampton University Marketing Mash Up event - useful for other is just starting or needs re-energising.
Mar 18, 2019
#50: Overcoming Presenting Nerves
Most people feel nervous about presenting or speaking in public - in this episode a number of business people share their top tips for overcoming presenting nerves. If you have your own top tip and you would like to have it included in a future podcast please drop me an email to podcast@trevorleemedia.co.uk
Mar 11, 2019
#49: If sales 'are slow' what are you going to do about it?
Recently a number of people use the term 'sales are slow' but neither of them seem to be doing anything about it so in this podcast within a look at things you can do if sales are slow – clearly this will mean being proactive so the podcast shares tips and ideas on how to do that.
Mar 5, 2019
#48: The importance of People Skills in the sales environment
In this episode we look at the importance of people skills in business, particularly if you're looking to grow your sales build your client relationships.
Feb 25, 2019
#47: One Year On - Tips and ideas and thanks from a year of Podcasting
I can't believe that it is one year since I first launched this podcast. It was under a different name in those days. It was called 'attracting and retaining customers' and it took me about a year of thinking about doing a podcast before I actually got round to launching the first episode. So here we are a year later and unbelievably it is episode 47 – we didn't do anything over Christmas and in the early days there was no set timescale as to when the podcast went out, unlike now when he goes out every Monday.
This episode thanks all the people who have inspired this podcast and who help make it happen every Monday as well as sharing tips and ideas for sales and presentations that have emerged whilst it's been up and running.
Feb 18, 2019
#46: Presentation Questions
What's the best way to start my presentation?, Should I use a microphone?, How can I feel less nervous? How many slides should I use? How can I run on time?
These are the questions that I am asked most regularly about presenting and which I discuss and share some answers with in this week's podcast.
Feb 11, 2019
#45: Six Quick Wins
Develop your people skills, ask better questions, challenge the use of your time, pick up the phone rather than send an email, invest in yourself and do a presentation – these are the six quick wins which feature in this episode. All of them are designed to be easy to implement. They will all make a difference to your business as well as to your personal confidence.
Feb 4, 2019
#44: Humour in Business
Humour is an underestimated business skills. It can break the ice, diffuse tricky situations and bring some light relief to what is often taken far too seriously. In this episode I share with you some thoughts and ideas around how humour can be of benefit to your business, to help you grow sales and deliver better presentations.
Jan 28, 2019
#43: What's your Excuse?
I'm too busy, I don't have time, Business is slow, - have you found yourself saying one of these when needing to do something or giving a reason why sales aren't hitting target or you didn't prepare or practice your presentation well enough? It is easy to make excuses. But if something can make a difference to your sales or your presentation then you need to get proactive and make it a priority. This episode challenges you to review your priorities and be proactive.
Jan 21, 2019
#42: Deliver an Awesome Presentation!
Everything you need to deliver an awesome presentation that will engage, educate and entertain your audience including tips and ideas for delivery, content, structure and how to overcome any nerves you might be feeling about presenting.
Jan 14, 2019
#41: Knowledge, Attitude, Ideas and Follow Through
In this episode I discuss four things that will make you significantly better at sales: knowledge, attitude, ideas and follow-through. People buy from people and these four things will enhance your people relationships and thus help you attract new customers and grow business from existing ones. I also encourage you to bring value every single interaction with an existing customer, in order to become a key asset, one that they would find hard to dispense with.
Jan 7, 2019
#40: New Year, New Challenges, New Thinking
Ideas to grow in 2019 including people interaction, challenging what you offer, use of time, learning, telephone ahead of email and go and do a presentation!
Dec 17, 2018
#39: How to launch a Podcast / Business Books 2019
In this final episode of 2018 I share with you how I ended up doing a podcast and how it is put together and published. I also share the top five business books that I have read this year.
The podcast will be back early in the New Year. If you would like to share your top tips for sales and presenting and be on the show then please drop me a line to podcast@trevorleemedia.co.uk
Thank you to everyone who has become a listener this year. Wishing you all a Merry Christmas and good luck for 2019.
Dec 10, 2018
#38: Presentation Planning 2019
If you are going to be presenting or indeed delivering a significant sales pitch in 2019 then here to help you in this episode is a run-through of the 7P's of Presenting - everything from establishing what the purpose of your presentation is to understanding your audience, checking the preparation things, structuring your presentation plan, making the best use of PowerPoint, recognising that a presentation is a bit of a performance and not forgetting to practice. This is the penultimate episode of 'The Sales and Presentation' podcast for 2018. If you would like to come on the show in 2019 and share your top tip for creating sales or delivering great presentations and winning sales pitches then please email the show host Trevor Lee via podcast@trevorleemedia.co.uk and we will set up an audio interview recording time.
Dec 3, 2018
#37: Top tips for 2019 Sales Growth
This podcast is full of top tips and ideas to help you grow sales in 2019, from analysing your current trends to looking at attracting new customers, challenging and removing any barriers to sales that you have making it an enjoyable experience and finally some sales technique tips asking great questions, offering alternatives and helping the customer to say yes.
Nov 26, 2018
#36: It's who you know
In this episode I share with you ideas around it's not just what you know but it's who you know. The episode is inspired by the fact that data is published - November 26th 2018 - is the day my dad would have been 90 years old and he was a big advocate of people networks in business. He knew everybody in his sector and of course he operated an era where if you wanted to communicate with people you had to see them face-to-face or actually speak to them on the phone. The nearest they had to electronic communication was a telex machine. In this day and age it's easy to think that you are making connections simply by emailing or social media messaging people when actual fact it's only when you talk to them for real meet the real you begin to grow them as a real connection.
Nov 19, 2018
#35: Questions, Questions
Asking great questions is a key sales skill. Sales people who 'talk' too much put customers off - as a sales person are you good at asking questions, listening to replies, not interrupting and clarifying what you have heard? If so you are likely to be a good sales person. If you focus your sales technique on talking you are reducing your chances of success. In this episode you will pick up tips and ideas to make better use of questions.
Nov 12, 2018
#34: 5 minute event presentation
A 5 minute event presentation is a great opportunity but is often wasted. In this episode I share with you tips and ideas to ensure that if you get the opportunity to deliver a five-minute or short presentation at a business event you make the most of the opportunity. Top tips on the podcast include getting on first, creating a start to the presentation that is likely to be different from everyone else's, being ruthless with the use of your slides and ensuring that you have a very strong finish that makes you the most memorable speaker at the event.
Nov 5, 2018
#33: Remember, Remember the 5th of November
On November 5th 1605 the gunpowder plot was planned to blow up House of Lords and King James the 1st. It failed not through a lack of planning but because someone tipped off the authorities. So as this podcast goes out on what is known as bonfire night in the UK what can you do to help with the preparation for your sales planning when looking to win business.
Oct 29, 2018
#32: Sales & Donuts
How doughnuts can help you start sales conversations. In a digital world we often forget that people still buy from people, and people like coffee, biscuits, snacks, drinks and doughnuts! In this episode we remind ourselves that adding a small gift in the human touch sense can help you open doors and get conversations started.
Oct 22, 2018
#31: Delivering a 2 minute sales pitch
The 2 minute sales pitch can happen in lots of different circumstances but even given it is a short period of time that there is no reason why you can't deliver a really good presentation in 2 minutes. You just need to follow some guidelines which I share with you in this podcast. You will learn how to get a great start and not waste time at the start, how to capture your audiences attention and produce a really strong finish. If you can deliver a great two minute presentation then you can deliver an even better 5,10 or even 20 minute presentation.
Oct 15, 2018
#30: Business Model Canvas
The Business Model Canvas is a great tool for helping businesses and organisations of all sizes clearly identify their offering and whether there is a fit with the problems their customers need to solve. I was fortunate a week or so ago to attend two day Business Model Canvas event which was run by the models founder Alex Osterwalder. In this episode I share with you the best bits of those two days and how they can help you attract more customers and therefore grow your sales.
A big thanks to Unlocking Potential in Cornwall who invited me to be their guest at the event. I have during 2018 on UP's behalf been delivering a Business Model Canvas workshop for new business start ups.
Oct 8, 2018
#29: 'Closing' the Deal
How can you turn interest into sales? How often have you had people say 'I really like your product or service' but then that initial interest fails to convert into a sale. I've been working with a lot of start-up businesses recently who have exactly that problem - lots of enthusiasm but very few conversions. In this episode I share with you thoughts and ideas as to how to try and turn that enthusiasm from potential customers into an actual sale.
Oct 1, 2018
#28: Presentation Checklist
How many times have you arrived to deliver a presentation and realised that you have forgotten something, either because you didn't realise you needed to bring with you or you simply overlooked it. In this episode I'll share with you all the things in a checklist format that I make sure I remember to take with me whenever I am presenting, including cable connections for my iPad, a printed out version of my introduction for the host, and my cue cards.
Sep 24, 2018
#27: Sales Proposals
Ideas for putting together sales proposals in a way that will help convert more than into actual sales – aiming to keep the momentum going, getting the timing right, offering alternatives, making it easy for the potential customer to say yes.
Sep 17, 2018
#26: 6 years in business, 35 years in sales
Today marks the start of year seven of Trevor's business and in this podcast he shares tips and ideas that he has picked up during that time, coincidentally it is also exactly 35 years ago today that he started his first sales job as a young advertising rep on the Lincolnshire Echo.
Sep 10, 2018
#25: Opening the Batting and opening your Presentation
Opening the batting and opening your presentation can be very similar experiences – the nerves before you go out there. In this episode I share with you lots of ideas to help you get off to a great start when you are delivering your presentation including a meeting and greeting your audience, checking the equipment, creating presence when you start and the importance of starting slowly but also starting with something that really captures your audiences attention from the very start.
Sep 3, 2018
#24: Presentation Practice
Practising for a presentation is one of the most important things that you can do but very few people do sufficient practice. In this episode Trevor shares tips and ideas as to the best ways of practising to deliver a really good presentation. Practising will make you more confident on the day, it will help you deliver and much more flow in presentation and it will help ensure that you deliver on time, far too many people overrun their time slot simply because they don't practice. Most people deliver poor presentations or speeches simply because they haven't prepared or practised enough, so avoid winging it by practising enough to make sure that you know what you going to do and you won't mess it up.
Aug 27, 2018
#23: The 3-3-4 Sales Formation!
The sales formation to help you grow more sales set out 10 key skills - the back three - Knowledge, Expertise, Competence - the middle three - Research, Preparation, Education and the four up front - Attitude, Energy, Ideas and Momentum. In this episode Trevor explains how to utilise all 10 skills to help you become a better salesperson and attract more sales whether you are experienced salesperson for a start-up business that has to adapt the role of salesperson.
Aug 20, 2018
#22: 'Elevator Pitch'- making the most of your one minute
Are you making the most of your one minute introduction when you go to business event? In this episode I'll share some thoughts and ideas to help you stand out from everybody else by being more memorable and delivering your elevator pitch in a different way. We will look at how to prepare and the need to do some practice and consider using props or gifts.
Aug 13, 2018
#21: Sales Calls
In this episode Trevor shares some thoughts and ideas based on recent dual calls he has made with some of his clients salespeople. Included will be preparation, thinking about the questions to ask as well as those that will be asked, the pace and tone the call is likely to go out, being flexible when the person being called upon changes the goalposts and establishing and being ready to decide the next steps and get those agreed at the end of the call.
Aug 6, 2018
#20: Presenting at an Event
Observations and ideas to ensure that when it's your turn to present at a business event you make the most of the opportunity. Trevor offers advice on how to deal with screens not being big enough, audio not working properly, and running on time whilst engaging a big audience packed into a small space.#presenting #business event
Jul 30, 2018
#19: Networking Tips
In this episode I share tips and ideas to make the most of networking - 7 tips including how to ensure you don't 'get stuck' with the same person, how to network in pairs and what to do if you go to a new event at which you think you won't know anyone. Next week this podcast changes title to 'The Sales & Presenting Podcast'
Jul 19, 2018
#18: Questions I am asked about Presenting
I am often asked by various people questions about how to deliver great presentations. In this podcast I look to answer some of those questions so if you have a presentation coming up soon I hope you will find this podcast really useful. Please note that I shall be changing the name of the podcast very soon to 'The Sales & Presentation Podcast' not only to reflect the content of it but also make it easier for people to find.
Jul 5, 2018
#17: Penalty Shoot Outs & Presentations
The similarities between the preparation the England team undertook in readiness for a successful penalty shootout and the preparation that will help you deliver a successful presentation - 5 ideas including: Practising under pressure, starting slowly, picking your best presenters and deciding who presents which bit.
Jun 27, 2018
#16: Incoming Calls
It is reckoned that in today's business environment 70% of customers are making decisions about which products and services to buy and who they want to buy them from before they make any contact with the preferred supplier. That means when your phone rings it could well be someone ready to buy. It is really important therefore that those incoming calls are handled really well as first impressions will make a difference. In this episode I'll be sharing some tips and ideas as to how to ensure that you make the most of all incoming calls.
Jun 21, 2018
#15: Powerpoint - how to make better use of it
"Death by Powerpoint'! - something we all want to avoid whether we are audience or presenter. In this episode I'm going to share with you some ideas to ensure that you make the most of PowerPoint as an effective presentation tool including use of slides, words, images, transitions, screen sizes etc working throughout on the basis that PowerPoint should be 'A prompt for your audience not a script for yourself'
Jun 12, 2018
#14: 'I want to think about it'
How many times when you have finished your proposal does your prospective customer say 'I'd like to think about it'? So what do you do then? Lots of people say 'That's ok I'll call you in a week or so' but doing that loses momentum and sales is all about momentum. In this episode I'll give you tips and ideas to deal with 'I want to think about it' so you can keep the momentum going in your sales proposal.
Jun 4, 2018
#13: Win more Sales Pitches
Tips and ideas to help you win more sales pitches. A sales pitch is a great opportunity so don't waste it through poor planning, preparation and delivery.
May 28, 2018
#12: First Impressions
With around 70% of decisions about which company to buy products or services from before any contact is made its vital that the first impression given either on the phone or in person is a positive one, otherwise the potential buyer may well go elsewhere. In this episode Trevor shares some thoughts and ideas on how to make a great first impression.
May 21, 2018
#11: 7 Marketing Tips
In this episode Trevor shares 7 marketing tips that will help your business from ensuring you are aiming at the right audience to not forgetting the small things to making the most of networking.
May 14, 2018
#10: How to deliver a great 5 minute presentation
Delivering a great 5 minute presentation is often much harder than a 25 minute one. The challenge is often what to leave out rather than what to put in. In this podcast Trevor Lee 'The Rules' of how to deliver a great 5 minute presentation which will help you run on time, making full use of every second, using notes and being a ruthless editor!
May 7, 2018
#9: Making your Sales Strategy Awesome
In this episode Trevor offers 6 top tips to help you create an awesome sales strategy including identifying and removing sales barriers, challenging marketing activity and knowing when to shut up!
Apr 30, 2018
#8: 10 things to avoid when presenting
Presentations are great opportunities but are its not easy to deliver a really great one. In this episode we look at 10 things to avoid when presenting from apologising at the street to using too many words to using jargon and being dull!
Apr 23, 2018
#7: 5 key sales skills
CROPS is the model I use to help sales people or those who have any sales responsibility understand the 5 skill step sequence to sales success. Those 5 steps are: Conversation Relationship Opportunity Proposal Sale
Apr 17, 2018
#6: Six every day marketing opportunities
It's easy when it comes to marketing to focus on the really big stuff – the advertising campaigns, new look website, a flashy brochure, intensive social media campaigns etc.. and to forget about the simple things - the ones that can easily get overlooked even though they cost nothing or very little to do but could make a difference to attracting customers. In this episode Trevor shares with you six of those things which apply to every business.
Apr 12, 2018
#5: How to avoid delivering a boring presentation
'Death by Powerpoint' ! We've all experienced it! In this episode of the Attracting and Retaining Customers podcast Trevor will share with you some thoughts and ideas to ensure your audience are fully engaged and not bored!!
Apr 5, 2018
#4: Presenting Equipment
Presentations can often go astray because of the equipment. The screen is too small, the projector is the wrong place, the audio doesn't work very well etc...In this episode Trevor offers tips and advice to help ensure the equipment you use enhances your presentation rather than distracts from it.
Mar 27, 2018
#3: How to deliver a great Elevator Pitch
What happens when you go to a business event and everyone present gets the chance to spend a minute introducing themselves? Often known as the Elevator Pitch this is a great opportunity but most people waste it - usually through a lack of preparation and practice. In this episode of attracting and retaining customers Trevor helps you create and deliver a great Elevator Pitch
Mar 1, 2018
#2: 5 Top Tips to gain Sales
If you are in business you are sales, simply because without sales you have no revenue and no revenue means no business. To help you achieve more revenues Trevor shares with you 5 top tips to help you gain more sales.
Feb 25, 2018
#1: Sales & Marketing Review
A sales and marketing review will help ensure the resources you commit to sales and the investment you make into marketing are generating the return you need to keep your business moving forward. It's so easy to carry on doing the same things you've always done or implement activity that you think you should be doing simply because it's trendy.