Larry: Tom! Brenda and I want to talk to you about presentations. Tom: Presentations? What about them? Brenda: Well, we’re the sales force. We do all the sales pitches. We meet with potential clients on a regular basis and show them our products in hopes to acquire new accounts. And . . . we think that you should come on board. Tom: You want me to start doing sales pitches? Look, I don’t have the skills or the experience. Larry: Tom, why would you say that? You started with the company, what, about a year ago as a sales assistant? Since then, you’ve worked in three different departments and you’ve done very well in all three. Brenda: Absolutely. We’ve been talking with your past and current co-workers to get references, and they all speak very highly of you. You do beautiful charts, top-notch reports, and everybody really seems to like you! How did you manage that, by the way? Tom: I don’t know, I just help them out when they ask me for things. I try to give them what they need. Brenda: See? That is the mark of a great salesperson! Identifying the individual’s needs and delivering to their expectations! Larry: Hold on, Brenda. Tom didn’t seem particularly excited when we offered him the opportunity to start pitching. Now I think it’s important that Tom tell us exactly what it is that’s bothering him. Tom: Well, it’s a couple of things, really. I don’t feel like I’m competent. What if they ask me questions about our product that I can’t answer? Technical questions? Larry: I’m sure you know more than you think you know. Plus you’re a great communicator. I don’t think there’s anything here that can’t be solved with a little bit of preparation. Tom: I’m also not that keen on public speaking. I mean, I’m good one-on-one, but I remember even back at school, when I had to do presentations . . . You know, when you start to blush, and you’re breathing, and your mouth gets dry, and your palms start to get sweaty . . . Brenda: Tom, I think that you should attend some important sales presentations with our more senior sales representatives. I think that’ll help you get some confidence and be more sure of yourself. It’ll really help you fight that stage fright. Larry: I agree. A little observation, a little preparation, a little practice—you’d be amazed at how far it can go. You wouldn’t believe how bad I was when I first started. Brenda: And now he’s winning awards! You mark my words, Tom, you’re gonna follow in his footsteps. Welcome aboard