Panic to Power Sales Tip #1 - Overcoming Malfunctions
Have you ever had something go wrong in a sales meeting? If you've been in this business long enough, you most certainly have!
Last week, I was in a sales meeting giving a presentation for my insurance consulting business. It was on an important risk management program and I use a powerful video and slide presentation. The video details an actual recovery so it's worth a million words. In fact, near the beginning, my prospect RECOGNIZED one of the agents being recovered. Things were going well -
Then, the lap top died!
I had no idea why. I quickly looked at it and tried to see if I could make a very quick fix. No luck. At that point, I shoved the technology away (personally I was ready to throw it out the window) and went with that old "tried and true" method of using my voice. I was able to quickly recover and ended up making the sale.
Fortunately, I grew up in a sales environment when there was no such thing as PowerPoint or lap tops. Many young sales professionals don't remember that time. Many veterans have forgotten. Why would I say this? Because I've been on the other end of the table. I've witnessed malfunctions and how sales professionals have bungled the sale because of it. You can get by without your regular presentation, even if your visuals don't work. Here are some key strategies:
- Don't panic. Have you ever seen someone take too much time to fix a problem at the expense of their prospects time? I took about 10 seconds to determine that I couldn't fix it. Instead of wasting his time, I moved on. Your prospects time (and your time) is valuable. Commit to the next step immediately.
- Something will go wrong - be prepared. There are very few sales meetings that go perfectly. They may be minor, or they could be major like my story. Regardless, be prepared for anything. That means know your subject so well you could fall out of bed at two o'clock in the morning and give it.
- Never over-apologize. It's easy to waste time apologizing, too. One quick "I apologize for this..." is sufficient. Otherwise, you appear weak and unprepared.
- Ask for the order. This is an age-old sales axiom. Sometimes it may seem harder to do when you have a mishap. Don't let it stop you. If you have value to give that prospect, they have every right to take it then and there! Don't walk out without at least asking.
One final point - the same strategies hold true in a larger presentation. Have you ever been giving an educational session or large sales presentation? If you're like me, you have had projectors not work, the lighting is bad, or wires get crossed. Don't let it affect you and your audience. Be prepared and give them the value they deserve.
Whenever you deal with technology, you can be prepared for some glitch. Laugh it off, make a self-deprecating comment, and move on with the program. It may actually help you to make a successful presentation even better.
 |
|
Articles from My Blog
- What do you let get in the way of a successful presentation? Click here to read how you can take a lesson from Michael Phelps.
- How important are first impressions. Click here to read how you can improve yours.
- Do you need to warm up before you speak? Click here to find out.
- How can your business benefit from You Tube. Click here to find out.
- Do you have SPAM in your speech? How do you know? Click here to read more.
To read all my blog posts from According to Dan, go to http://blog.danweedin.com on a regular basis. Better yet, subscribe to a feed and have them come right into your e-mail. |
Build Your Business Credibility
Building your credibility is a vital part of growing your business. One of the best ways to do this is being quoted in major publications in your industry. Easier said than done, right?
I've recently found a valuable partner in getting me lined up with the best journalists in the world. PR LEADS sends you qualified leads from journalists and writers who need quotes from experts like you. It's a powerful way to create a body of work and gain credibility. You could never do this by yourself.
Learn more about the wonderful service Dan Janal at PR LEADS has for you. Click here and explore the possibilities. You won't be disappointed. |
 Panic to Power
Swift & Simple Speaking Strategies Anyone Can Use
Join three world champion speakers and myself to learn how to overcome your fear of public speaking. To learn more, click here.
"This CD... will take you to the next level in your speaking ability. After listening to all of the Panic to Power stories and the strategies... I CAN'T WAIT till my next speaking opportunity!!"
- Mary West, Director of Marketing, The Snow Group |
