by Dan Greenberg | Jul 1, 2026 | Presentations, Relating to The Buyer, Storytelling, The Buyer's Mind
When you reemphasize a point over and over, you may concerned that you are repeating yourself but it will not feel that way to the listener. Your client or prospect does not know your material as well as you do, so as they process the message, it will take time for...
by Dan Greenberg | Jun 3, 2026 | Power Dynamics, Presentations, Relating to The Buyer
There are essentially two types of interactions in the course of a sales process. The Formal Presentation: The seller is expected to deliver information, and the buyer is expected to receive it.The Informal Conversation: The seller and the buyer are expected to...
by Dan Greenberg | May 20, 2026 | Power Dynamics, Presentations, The Buyer's Mind
I have written about switch points in the past, usually in the context of control, and how to keep it and leverage it. I want to take some time here to specifically focus on switch points and why they are so dangerous for the seller when it comes to the seller’s...
by Dan Greenberg | Oct 22, 2025 | Presentations, Storytelling, The Buyer's Mind
Sales presentations are like art in one very informative way. People have to be excited by them, emotionally. If your client is not interested in, and excited by your presentation, you will have lost the opportunity to be influential in that setting. Your buyer may...
by Dan Greenberg | Oct 6, 2025 | Power Dynamics, Presentations, Storytelling
Demos or product demonstrations are a subset of presentations with a very specific goal. They introduce a challenge for sellers, because they are often asked for by the buyer. This means two things. The first is that by asking for the demo and getting it, the buyer,...
by Dan Greenberg | Sep 4, 2025 | Presentations, Relating to The Buyer, Storytelling
Back in fall of 2023 I wrote a piece on storytelling in sales. The idea was, and is, that sales is decidedly an art and not a science. We are connecting to people, and having human interactions, so the way we go about our jobs cannot be mechanical and by rote. We have...
