This time someone else saves me effort in whining about poor sales techniques. WebProNews caught my attention with Sales Mistakes to avoid Jack Yoest Speaks Out:
“I sat through a conference call/web based sales pitch by Brand X … The presenters made a number of mistakes. I stopped counting at 7.”
Here are the seven, although read the whole story for the dirt:
- Start the presentation on time.
- Never let ‘em see you sweat.
- Don’t tell me how smart you are.
- Never introduce yourself.
- Never discuss religion or politics.
- Never provide backup/proof unless the client is skeptical.
- Do as I say; Not as I do.”
The CEO was the star of this presentation, but isn’t it the job of his staff to make him look good? Details, details, details. Only commit to the strategy if you can commit to the details, IMHO.