C-Suite Network™

5 of 7: WIIFM? What’s In It For Me?

“A presentation gives information to the client about your product or service. Presentations may be formal or informal, with verbal and/or written communication such as an overview given in person or on-line. A presentation of your product shows the correct way to use the product or service. This is where features are outlined along with their benefits and impact to the consumer. A demonstration is the actual use of your product or service. Think of a free sample in a food court or a test drive of a vehicle. This is usually a key moment of truth where the potential customer can experience your product or service for themselves. This is perhaps the most important part of the sale, where the customer can see if you can deliver on the promises you made throughout your presentation.

How to integrate mindfulness into this step:

  • Remember your Intention
  • Center
  • Breathe
  • Keep your beliefs positive
  • Focus on your positive vision
  • Make sure you answer the question, “What’s in it for me,” which is always present in the client’s mind.
  • Be fully present at the time of the presentation and demonstration, with a focus on accuracy. Continue to create the vision[…]”


When you integrate mindfulness and sales you become more effective and profitable.  Mindfulness is being present in the moment, without judgment.  Use mindfulness to increase sales by:

  • Reducing Stress and Anxiety
  • Creating Focus
  • Reducing Overwhelm
  • Increasing Memory
  • Improving Health & Happiness


Eric Szymanski is a C-Suite Network Advisor and an award-winning co-author of Sell More, Stress Less: 52 Tips to Become a Mindful Sales Professional.  He is an American hospitality industry professional with extensive sales & marketing leadership experience. Learn more about how you can work with him at www.MindfulSalesTraining.com Eric has demonstrated success in leading high-performing sales teams through planning, implementing, and monitoring actionable sales and marketing plans at hotels and resorts of all sizes, including city-center, convention district, airport and attractions areas. He has a proven track record of success at all levels through the achievement of both individual and team goals for several 1st tier, globally recognized brands such as Disney, Marriott, Hilton & Starwood Hotels & Resorts.

Throughout his career, Eric has created authentic, world-class experiences while volunteering at all levels in several meetings industry associations. In 2018, Eric was recognized with the top individual sales award in the convention sales division at The Walt Disney Company. In 2002, he was recognized as Caterer of the Year by the Orlando, Florida Chapter of the National Association of Catering Executives. He is an avid runner, choral music performer & father of twin daughters who entered college in the fall of 2019.


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