Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale. B2B buyers aren’t buying because they aren’t getting value during these one-sided sales presentations where the seller does all or most of the talking.
Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.
You can’t count on getting in front of every prospect. But when you are granted the huge favor of face time, don’t waste it.
The sales process can be a long and arduous journey. Depending on the situation, what might start with a prospecting call in February could easily not close until March of the following year. With that kind of time spent, there’s nothing more frustrating than getting 99% of the way through a sale, only to watch it fall apart at the last minute.
Just like actors, even the best, most experienced salesperson benefits from some script review, rehearsal, and coaching. Here are the 11 biggest sales presentation mistakes that I see on the sales stage and what you can do to avoid them.
Have you received a review from a known industry professional or authority figure? Make sure to include it in your sales story; you’ll enjoy the transfer of power and influence.
I’m writing on writing. It’s the core of my success. This article is the second part of a short course on how I write for each area of my outreach.