Resources from Gary O'Sullivan:

"I have had the privilege to have known Gary for many years professionally and personally. Sometimes the quality of the people we meet can be judged by the distance between professional and personal. With Gary there is no distance; honesty, integrity, passion for people, and the ardent desire to succeed are what Gary brings to any business and friendship. Your business will not improve until your people do, and Gary can show the way. One of God's truly special people."
Michael H. Burke
Executive Vice President, Palm Mortuary Group

Resources from Gary O'Sullivan

Your Personal Sales Trainer

View the YPST Blog Archives

Thursday, March 10, 2011
Effective Presentations

You can make an effective presentation.

Since most salespeople only make one or two presentations a day, making sure you are as effective as possible is vital to your income. You must be the best you can be in every presentation, every time.

What does it mean to make an effective presentation?

It means making a good impression.

It means making use of questions.

It means making use of stories.

Make a good impression
How you are perceived by your prospect is determined in the first minutes. If you are not prepared, knowledgeable, and articulate from your opening introductions, you run the risk of losing the prospectís confidence.

Make use of questions
You must use the right questions so your prospect will ask you the right questions. This will help you discover what is important to the prospect and keep him or her active in the presentation process.

Make use of stories
Share third-party stories that help relate a point. The proper use of stories can create a visual and help the prospect get a clear picture of the point you are trying to make.

Remember what Brian Tracy and Patricia Fripp said about presentations:

Make a habit of dominating the listening, and let the customer dominate the talking.
Brian Tracy

You donít close a sale, you open a relationship.
Patricia Fripp

Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.


Video Excerpts!
Now you can Watch Gary O'Sullivan IN ACTION!

Wealth of Experience

With a rich and impressive resume dating back to 1971 — with experience in direct sales, middle management, and upper management as senior vice president of marketing for a publicly-traded national company — Gary O'Sullivan understands business from every viewpoint.

Follow Gary!