PPB June 2017

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Bringing your “A” game
means not only being
ready with relevant and well-
researched information for
your sales presentation, but
also coming to your client’s
office with your best attitude
and best abilities. Whether it’s
playing soccer or some other
sport (or work), your coach
always tells you to bring your
“A” game, meaning if the game
was graded it would be an “A.”
What grade would your most
recent presentation receive?
The characteristics and
keys to success of an “A”
game presentation are
fairly straightforward:
Desire
Like anything in life, things
truly come together when you
want it—really want it. This
desire to excel and succeed is
the seed of success. If you can
visualize yourself as winning
and being on top, then you have
the beginnings of bringing your
“A” game. That desire is critical;
without it you’re just going
through the motions and you’re
not really committed.
Knowing
Knowing your limitations and
level of expertise is critical. This
knowing creates your authenticity.
Trying to bemore, or speak about
subjects on which you have limited
experience will show through
and tarnish your credibility.
Interestingly you can increase
your knowledge in areas where
you struggle through education,
research and study, and it’s a
never-ending process. Know in
advance the setting in which you
will bemeeting with your client.
Will you be standing or sitting? Will
you be required to bring samples?
What type? Will you be required to
do your presentation electronically;
e.g. a PowerPoint? Will you need
handouts of your presentation?
Will it just be you and the client
or will you present to a teamof
people, perhaps a committee?
Hitting A
Sales Home Run
58 | JUNE 2017 |
GROW
How To Bring
Your ‘A’ Game To
Every Presentation
by Cliff Quicksell, MAS+