Right FIT #163: Structuring presentations, Confidence, People of China

Sales and marketing Newsletter

Quick notes to help you get more sales and marketing done in less time. . . next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT

  • Structuring presentations lets you focus on your client. As a matter of fact, sharing a loose structure outline with your client in the form of an agenda keeps both parties on track so you can listen and follow up on tangents.
  • On second, third, and fourth visits with clients, make plans to rebuild the enthusiasm from the previous visit. There’s a good chance that life and business intervened since the last time you talked and they’ve lost energy but you haven’t.
  • Fortune favors the prepared, and what has happened, will happen. Knowing that, shifts happen, so start off your follow-up meetings by asking what, if anything, changed since your last visit.
  • Because I’m stuck on this presentation topic, let me leave you with this thought for next week: your most productive sales presentations occur when it’s clear that a client “no” is as legitimate as a client “yes.” It will allow both parties to focus on making a good decision.

Being Human – Confidence

con·​fi·​dence | kän-fə-dən(t)s: faith or belief that one will act in a right, proper, or effective way



When it comes time to make the tough call, you’re hampered without bench strength/a hiring pipeline. Whether the keys to your endeavor are players, prospects, or employees, having competent and desirable replacements waiting in the wings helps you make better decisions. It’s the secret sauce for management effectiveness.

Random Stuff

So cold.

I may have mentioned that I’ve been stuck in a deep freeze, but if I haven’t, I’m telling you now. It’s cold. So cold that I am going back in my mind to the hottest times I can remember. My first summer golf outing in Omaha. That July in Disney World.

Got it. August in China.

I’m reminiscing by combing through my 1001 trip photos to find some non-winter scenes to share with you.

I’m guessing this water feature wasn’t part of the Humble Administrator’s original garden plan.


You know what, I have hundreds of pictures of scenery and the numerous little details in and around these sites, but tonight the people are jumping out at me.

The-Boatman Hostess-Waves-Goodbye


I forgot the idea I had for the next book I write:

Secrets-of-a-Sales-Director “Legend of the Sales Director?”

I took pic after pic trying to capture the massive number of people. It was crowded, my friend. So crowded.

Summer-Bridge Xian-Xian-Baby


Along the top of that pic in Xian, people are at least 20 deep. Thousands of us. That was overwhelming but most of the time, the spaces were big enough to hold everyone.


And people are friendly.


I was just talking to my friend Jim about China and after a few cocktails I sounded like the Dude. “that wall, man. . . it really pulls the country together, you know?”


I’ll go back just to walk that again. Spectacular stuff.

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