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How a Great Sales Presentation is Like a Fine Meal #454
The Tao Te Ching says that in order to be light on your feet you need a steady mind. That’s what it takes to entertain guests during this holiday season. Right? A lot can go wrong, but it can be dealt with when you expect problems. The same is true during a sales call. Adept sellers are proficient at juggling a number of balls at once. Each presentation is a full course meal. You don’t want to serve up too much of any one dish during the meal. It takes balance and patience. That’s the topic for today, how a great sales presentation is like a fine meal.
Today’s Chapter: Client Meal
Mindful of your dress
Choose your dinnerware carefully.
When making your pitch
Spoon feed the details slowly.
Table any issues
You can’t address to completion.
Cut your pitch
Into bite size amounts.
Be careful not to have the horse
Follow the ala carte.
And when you come to a fork in the conversation,
Pick it up
Lest the listener gets bored.
Today’s Story
On Monday Chris asked Pat “How was your holiday? When we talked last week you were a bit worried” Pat let out a long breath and said “It was a bit rocky. But that’s family. Right? The food was great but there were moments of sniping about politics, sibling rivalry and past mistakes dug up. I was more interested in the families and how everyone is doing. But it kept going off the rails. I regret I didn’t take the fork in the road”
“What do you mean by that?” Queried Chris,
Pat said “It’s like making a pitch. It takes a lot of work to plan a quality presentation, just like a great feast. But sometimes prospects sabotage the presentation by going off tangent on controversial topics. The seller needs to be the grownup in the room. Sellers need to steer the conversation back on course. I had an opportunity to take the fork in the road. I didn’t and
Take Action Quote
Yogi Beara, the major league baseball catcher, manager and coach was known for his impromptu comments, malapropisms, and witticisms. Yogi once said
“When you come to a fork in the road, take it.”
This alludes to the importance of mindfulness and opportunity because it’s easy to fall into a rut of habit. Buyers can pick up on these things and when that happens and you become a commodity. That’s not good. To further the restaurant metaphor, Yogi Beara also said that
“Nobody goes there anymore. It’s too crowded.”
That is the challenge of branding, to differentiate yourself from the rest, or nobody’s going to go there anymore. Value and ROI, that’s the ticket for a successful and great sales presentation.
Habanero Media Network
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
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