Sales Presentation Tips
The other day I was being pitched by a smooth talking sales VP from a technology company. I couldn’t have been more turned off by the presentation. We were using a online conferencing tool called WebEx. I had signed online and also called in to the conference call. I could see that he already had a power point presentation loaded up and ready today. This company knows very little about my company. After some quick introductions the Sales VP told me that he knows that this power point presentation is kind of irrelevant to our need but say he wants to show us anyway. After an hour later we was still going and showing us this presentation with little to no bearing on our needs. On top of this, whenever we tried to interrupt to ask questions he became slightly annoyed and wanted to deviate back to his presentation.
My point is this : This sales VP loved to hear himself talk and he loved telling us how great they are. He completely missed that fact that me and my team where more interested in hearing about how his product could work with us and getting a signal from this person that he understood our basic needs. After the presentation we were able to get things back on track by asking very defined questions.
The lesson here is that some of the best sales people I know make their presentation and close their prospects without saying much at all. They choose to model the presentation into having the customer talk about themselves and their needs. This way the sales executive demonstrate that they clearly understand the needs of the customer and can help them.
Related Posts
Leave a Reply
-
Vote Me...
