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Dustin Mathews: No B.S. Presentations

Author

Wes Schaeffer
September 11, 2017

Everything in life is a presentation

Stream below or right-click here to download the episode. 

Presentation Tips you’ll learn in The Sales Podcast…

  • Can one great presentation make you rich?

  • Why me? Why not me?

  • He was afraid to speak.

  • Was forced to speak and overcame the fear, and saw the benefit

  • He has a baby face but people older than him would buy from him

  • Make multiple high-end sales at once

  • Founding Partner of Speaking Empire

  • Student at FSU and had to take a class in public speaking to graduate (300 students in an auditorium)

  • He had to give three presentations in front of the entire class, and he dropped it

  • He looked for an online class or a smaller class…but didn’t find it

  • He dropped it again

  • He found a loophole to get out of taking the class

  • He told his partner this story, and he had to cover for his partner, or he wouldn’t have a job

  • He followed the presentation, and people sold

  • Get people excited and take action

  • He was the computer nerd/marketing guy in the background

  • They sold hard and had a hot product, so it worked, but they were doing it wrong (2004-2005)

  • Ran a sales territory in Florida, and they realized they had to do seminars

  • They’d invite a more skilled presenter in but Dustin gave the demo of the software

  • Use tools like Podcasts, Facebook Live, etc. to have leverage of your voice and presence to go one-to-many

  • Practice, practice, practice

  • Work on smaller groups to perfect your big pitch

  • Join a mastermind to shorten your learning curve

  • Find someone with an audience to put you in front of them

    • It can be a leap of faith for the list owner

    • Give them the slides ahead of time

    • Present to the list owner first to build confidence and deliver value upfront

  • Go for live to convert max dollar but do both virtual/remote and live in person

  • He likes to “sing for his supper”

    • Speak for free

    • Allowed to pitch and sell from the back of the room

  • The value/avalanche close still works

    • The formula still works

    • Deals

    • Gifts with purchase (bonus)

    • Fast-action bonus

    • Get small closes/yeses throughout

    • In Corporate, you may get opt-ins, and the close may be for just an appointment

  • Don’t wait until the end to close

  • Give value throughout

  • Give out resources like checklists and infographics

  • If you have influence/relationships/a good list, then do your own events

  • If you have relationships with influencers, then ask to be on their stage

  • He stacks the deck to get opt-ins

    • Mobile: “Take out your phone right now” (while taking out his own phone)

    • Doing Facebook Messenger now as well

    • Always have a backup (paper)

  • Don’t do your whole presentation on Facebook Live unless that’s how you need to push yourself

    • Five parts to a presentation

    • Body: Your success methodology 

      • Take components of this and test it on Facebook and ask for comments and input

      • This helps you test different elements

  • Everything in life is a presentation

    • Disneyland

  • The fortune is in the follow-up

  • Take inventory of what you have

  • Buy his book

Listen To Previous Episodes of The Sales Podcast 

Links Mentioned In The Sales Podcast

Sales Growth Tools Mentioned In The Sales Podcast

  • Hire The Best Speaker for your sales meeting or marketing conference

  • Take The CRM Quiz: get a free consultation with me

  • Donate: Just because you like the show, the no-bullshit approach, and don’t want to buy a book, software, or The Make Every Sale Program.

  • The Sales Agenda: take control of every sales opportunity like a pro.

  • Leadferno: Turn lurkers into leads

  • Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it.

  • Send Drunk Emails: …that get opened and get you paid!

  • Phone Burner: work the phone like a machine so you can be a human when you connect.

  • Apollo: Find targeted accounts and send cold email at scale to them and hit the inbox with Apollo

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