Partner Article

Sales People - Do you watch your Own Presentations?

If you’ve been in the fortunate position of “buying in” people, product or services for your business, then you will have had the joy of receiving a sales pitch. For those of us in a sales role, it’s an opportunity to see other sales people in action.

Do they show up on time?

Do they prepare the room properly?

Do they use PowerPoint / Prezi / Haiku Deck or any such presentation tool?

What lines do they use in the “comfort talk” before the meeting?

Have they prepared – looked at Twitter / LinkedIn/ website / blog before the meeting.

How do they structure the meeting?

How do they close?

Are just some of the areas that I look at to compare against my own style?

I’ve then developed a couple of questions to ask at the end of the meeting.

This will revolve around what is your story, what’s different about your company/service? I’ve even used the blunter version, for those salespeople that need it – Why should I buy from you?

This generally results in a bit of coughing and spluttering. For those that are trying to think on their feet, the answer that always comes back is – “It’s our people, “They’re grrrreeeaaat!!” in the style of Tony the Frosties Tiger.

Funnily enough, your competitors also tell me that they employ great people, so I repeat, why should I buy from you is always the answer I use.

The use of the “it’s our people” indicates to me that the salesperson has not prepared for the meeting. I shouldn’t have to ask the question at the end of the meeting. Uniqueness should be expressed much earlier. How can you build value in your proposition, if you are using the answer “It’s our people.” I wouldn’t mind if this was expanded upon:

All of our staff have xxx qualification or experience.

All of our staff have to go through the sector standard xxx course in the first 12 months of employment.

We invest xx days of specific training in every staff member, every year.

So salespeople, invoke on the greatest sales clichés and “put yourself in your customer’s shoes” and think, could I really sit through my own sales presentation.

Thank you Unsplash for yet another great photo.

Do you have the time to reach your grow your business?

Do you have the skills to reach your ideal clients?

Do you have neither the skills nor the time to grow your business?

Want to have a memorable presentation that actually keeps people awake?

Feel free to contact me via the website, LinkedIn or at dermot@langdonhamblin.co.uk.

This was posted in Bdaily's Members' News section by Dermot Hamblin .