Sales Presentation Coaching

The top 3 tips on how to build trust when giving a sales presentation

Often it’s the best presentation given on the day that wins the business because how you say what you need to say is the key to building trust. It may sound hard to believe, but product knowledge and the technical skills to back it up are often secondary when the decision-makers choose who to put their trust in. You could also include some creative presentation ideas, and these will work too, but only if they’re congruent with your overall intent.

People go with people they know, like and trust.

How do you build congruency and trust when you give a sales presentation?

1. Look for common ground Start with what you have in common. Understand you need to take people from where they are now to where you want them to be. You can’t just take them to where you want them too quickly – it’s too big a leap. A way to do this is to acknowledge their situation or problem. It provides validation.

2. Focus on the other person’s perspective
look at it from their point of view. Present the argument or issue from where they stand. By doing this you will better be able to see what you need to focus on.

3. Make it personal through stories of past clients or situations
Involve the other person in the story. When you tell a story it takes the other person on
a journey with you, it’s much easier to persuade. Stories create bridges of understanding and acceptance. Stories are powerful. We all need to persuade. Whether it’s a sales presentation or meeting, meetings at work, in the community, or at home with our kids.

Persuasion is a journey, not necessarily a destination.

As a presentation and pitch coach, most of my clients come to me to learn how to persuade more effectively. We always start with this 3 step foundation. When I coach salespeople, business owners, entrepreneurs, executives or politicians, step 1 is crucial.

More techniques to consider when giving a presentation

When you upskill your sales team to learn confidence building strategies, their delivery of the message becomes more professional, consistent and compelling. Every sales  conversation is important, so you need to make sure each one is the very best it can possibly be, whether it’s in-person, via text, on the phone, by email or virtually.

An effective and memorable sales presentation…

  • Focuses on the challenges the company is faced with
  • Addresses the client’s opportunities
  • Includes relevant business stories to bridge the gap into the know, like and trust
    zone. (link to page 3-Storytelling).
  • Creates engagement, interest, and questions
  • Acknowledges the client’s interests
  • And your presentation skills and public speaking 

Relationship marketing is more than just ‘sales training’

David Julian Price’s Sales Presentation Skills Training is different to the traditional package offerings from years gone by.
In 2022, giving a presentation is all about building relationships. Relationship Marketing has taken on a whole new meaning in the way it fits into the sales process.

Mythbusted stamp

Content vs Good Presentation - Which is more important?

The biggest myth that flies around about speaking is that if the content is good, then the presentation will be good. Nothing can be further from the truth.

The presentation of the content is always more important than the content itself.

People with a technical background often fall into the trap of thinking that content is supreme. As any audience member can attest – you can have the best content in the world, but if delivered badly it has either no impact or a negative impact. Ironically, the reverse can sometimes also be true – poor content, delivered really well can actually attract a positive reaction.

At David’s workshops you don’t just sit and listen as they’re all interactive.

If you want results you must participate – you can’t learn to improve your golf by just listening – same with presentations
Then practice, practice, practice

You’ll be hot-seat coached  on all aspects of giving a presentation…and that’s where the magic happens:


  • Appearance
  • Language used
  • Where you sit and how you sit or stand
  • Advanced non-verbal communication techniques that build rapport and reduce
  • Best way to structure your content and sales presentation topics
  • When to move and when not to, and other presentation delivery tips
  • When to vary your voice and pace for impact to make your point clearer
  • Room set-up
  • How to start a sales presentation
  • Sales Presentation best practices
  • Understanding what and how to build a solid ‘Blue-Tooth’ connection with your

David’s coaching doesn’t discuss 101 ways to deal with objections, nor 53 ways to close the sale. Instead it focuses on the human to human element of building relationships. Whether it’s a 2 minute pitch at a networking event, or a longer presentation at a board or sales meeting, the focus of the sales training is about how to communicate with potential clients with the aim of getting them to discuss your product or service further, and to buy and say yes.

For more information about engaging David Price for your in-house sales training,
email [email protected] or phone 0418 888 018.

I attended one of Davids sales training workshops at the beginning of the year. He worked out that my point of difference was that I always wore a purple top. From 1st July 2021, I rebranded as The Purple VA. Since then I’ve had two people come up to me and say…. “I can’t remember your name but I know you’re The Purple VA.”


If you get a chance to attend one of David’s workshops sign up immediately. Anne Brown – The Purple VA David is absolutely outstanding at what he does! He’s able to understand his clients immediately and is able to find the words that will resonate not only with his clients but with his clients’


customers and market. His sessions are always fun and full of energy. Denise is the perfect backup to David. Quickly following up any questions you may have before or after the workshops. David and Denise make a great team! Highly recommended!


Jon Haines – Tick Finance

David’s ability to deliver excellent sales training in a short period of time was amazing. I enjoyed every moment of it and grew a heap. Josh Doutch – Voltaic Auto Electrical & Air Conditioning David’s sales training boot camp is highly recommended. It’s entertaining, uplifting, educational and enlightening. An outstanding experience. Thank you David.


Allan Thiel – Enthusiastic Dream Builder and Advisor to Business Owners


Even if you’re already an accomplished speaker with plenty of experience, David extracts even more out of you to become even better. Fast-paced, interactive, practical and insightful. I found I learnt things about how I was presenting which will help me be better in the future with a few subtle tweaks. If you’re unsure about a speaking course or mentor to pick, choose David Julian Price.


Dale Carter – GTP Web Design & Development & SEO


I’ve really struggled with my sales pitch and how to present my business. David offers a fantastic course that teaches you the skills to develop into a professional presenter that will get you the results you’re looking for. I’m buzzing with excitement to try out my new skills!


Natalie Gibbons – Manager Transactions Services at Perenti Group


He anticipated the style of communication suitable to the audience I was presenting to and encouraged me to bring my enthusiasm for our pitch project to the audience. I was thrilled when our organisation’s pitch was successful and grateful for the part David played in helping us get there!”


Suzanne D, Lawyer

Our Team


When you need good solid content with no fluff, David Price is the coach you need. His style is direct, interactive and engaging, ensuring the audience stays awake and leaves with takeaway techniques to implement that day. He is an expert presentation skills coach, meeting procedure sage, author, conference speaker and communications skills educator, able to explain complex ideas in simple terms.


I’m the ‘talent behind the talent’ at David Julian Price Consulting. When David’s in his zone of genius as a speaking and meetings coach, his eyes light up. I’m not kidding. When you love doing things that most people avoid, you know you’ve found your calling, and it’s a privilege and a delight to support my husband in this way – Denise Price


Connect with David


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