Less Is More

This is a story called Less is More. It’s a story about the power of more strategy and less content in presentations, which is a common challenge. Ron is a big guy, about 6’3”, blonde hair, mid-forties and works for a leading real estate brokerage firm. We did some work with him a few years ago and helped him in a presentation skills program. His challenge was, “Okay. How do I take my 35-slide presentation and really streamline it down into something that can really work and be more influential.” He hadn’t had a deal in six months when we worked with him.

One Friday afternoon, he got a call from his friend Scott. “Ron, you’ve got to call Bart”, encouraged Scott.

Bart is the leader of a medium-sized financial services company. Scott suggested the call because Bart was struggling with selling his building, which had been on the market for over a year. Ron called Bart that Friday and he got a meeting the following Monday. That was the good news. The bad news was that he needed to change his presentation so that it could really work, so he scurried into his office the next day, Saturday, and applied a technique that he learned through using Post-its.

Using Post-its really helped streamline his presentation and move it from one that was 35 slides down to four. He went in the meeting on Monday with Bart and was well prepared. He had a dialogue as well as a short five- to seven-minute presentation about his company: ‘here’s who we are, here’s our process, here are some insights into your business.’ He won the mandate in that meeting, and three months later, he successfully sold that building. It was a huge impact to Ron; he made more money in that deal than he had in the last two years combined.

The moral of the story: Less is more. Think strategically. Really focus on the “must-have” content. Four or five slides will help you influence versus inform.

Watch Tim Magwood, Founder, Fusion Learning share a great story on how “less is more”.

Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America.
For more information, please call Scott at 416.424.2316

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About Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America. For more information, please call Scott at 416.424.2316

7 thoughts on “Less Is More

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