As we all know, the sales presentation can be the make or break for any deal. This is especially true when you have been engaged for some time, have been given the access to do your homework, and you know its a highly competitive opportunity. There might be a running order for vendors, you might meet each other in the reception area, and its been made clear to you how to behave by your boss and the prospect.
For some unknown reason however, possibly because you feel caught between the two, you both turn up; Mr Dog and Miss Pony and start making it up in the lift on the way to the coffee machine. Tell me it doesn't happen and I will show you a way to win the lottery next Weekend. Of course, you and your company don't 'do demos' but you will today, sure as eggs are almost round you will plug into the projector and dazzle them with science!
Well, its the audience from hell right? We all know that, and its going to be practically impossible to speak directly to everyone, so we will just get in, show em a few screens, hide the ones that don't work and get out of there in time for a long lunch, I mean 'debrief'.
The truth is, no matter how many text books you read up on this part of the process, each situation will be unique and very different from the last. Surely then we should pick out the two or three most influencial players, focus on them, relax, smile, engage them by asking direct questions, be prepared to move in a few directions, and if we show the product, aim to show the last bit first. It could be that any little gem comes your way during the sherade so also, we need to pin back the lugg'oles. The decision might already be made. Chances are it has. If not we should see this as an opportunity to ask for the order and discover if not why not.
But then of course, I am simply making this up as I go along aswell. I remember one unforgettable show which myself and a colleague put on in Norwich where a dozen or more consultants (big name from the 'top 5') sat round the board room table with four representatives from the prospect side. Half way through our firework display we had a coffee break.
In the toilets, one consultant who recognised me said, "have'nt seen you for ages, there is lots of work for us here, can't shake your hand, will get back to you sometime soon'. and then he ran off for a biscuit. Over coffee however, the prospect's CIO whispered in my ear, "here's my card, come and see me next week cause all these robots won't be here by then"..... It was dream come true as luck would have it. But by getting to that stage we had given ourselves the opportunity to get lucky.....
Recent Comments