One of the big differences between a manager and a leader is the leader is constantly learning. The leader is never happy thinking they know everything. They know there is always another piece of information to be learned.
There is no cure for presentation stage fright. You can reduce the symptoms with beta blockers, but when the drugs wear off, you're still… you. You're still up there with a cracking voice, runaway heart rate, and nauseating dread.
One of the biggest reasons why I don't like discounting is that it not only destroys the value proposition, it also attracts lousy customers. Customers who are price driven are the same ones who are going to push you on everything else.
The best way to engage your prospect or customer is by using short questions. When you do, you will tap into opportunities that long questions will never reveal. Short-questions are truly an amazing tool most salespeople never seem to grasp.
“ Have you ever been in presentation that goes on and on? Perhaps, it had more slides than Wikipedia has topics. Or fancy graphs and animations that served to hypnotize the audience in a non-question...”
Via Paul Illmer