"Brief is Better"

In 1863, Abraham Lincoln delivered one of history's most famous and remembered speeches--the Gettysburg Address.

It was 273 words and took only 2 minutes to deliver. The main address that day which preceded Lincoln's address was given by Harvard president and statesman, Edward Everett, who was considered to be one of the greatest orators of his time. Everett's speech lasted 2 hours.

Of the two, which speech is the most memorable or talked about by historians? Of course, it is Lincoln's Gettysburg Address that is remembered and revered.

Now consider present day history. How long was your last sales presentation? Did you consciously and strategically present a powerful and pursuasive sales conversation? Or, did you give in to the urge of telling the prospect everything you know about auto or life insurance, rambling...if not a lot, then maybe just a little.

Brevity is the Soul of Wit and Wisdom

What does that mean for the insurance and financial services sales expert? It means that you should keep your sales presentations on point; direct and well thought out and planned. At least, that is what the "wise" sales expert would do.

Listen People into Buying

Talk Less. Not only will a concise and purposeful sales presentation positively effect the enthusiasm of those listening to you, but it can also impact your own morale during the effort.

(Those of us who've had someone look at their watch more than once while presenting know the negative psychological impact a bored prospect can have on the momentum of a sales conversation.)

Invest some time in deliberately pruning your sales presentations for unneeded discussion points and statements. For every point and every line you script out ask, "Why is this needed for my presentation?" If you're not sure of the reason, cut it out of the script. Lean and effective is your goal.

Remember to have a game plan when it comes to your sales presentations. Think of it as a road map to effective communication and persuasion. Plans allow for flexibility and the liberty to deviate as the situation dictates. Without a plan, you've got nothing to deviate from or be flexible with!