Does your sales process require you to present detailed or technical information, or to demonstrate a product online? Does it help you to draw out a diagram to explain your product or service? This is often the case in sales, and in the real world, that is easy to do over coffee, with a pen and a napkin.
To succeed in the digital world, however, you have got to play to the benefits of a whole new medium, with its demands for brevity, differences in presentation capabilities and a whole new set of techniques.
For most people stories are easier to remember than data or facts, stories stimulate the visual part of our brain as we picture what we are being told, and the picture that we create in our minds is easier to remember, and much longer-lasting.
I have shared the story of Alice in Wonderland before, where Alice finds herself on a path that splits and splits again, and on and on, and she does not know which path to take. The Cheshire Cat appears and asks her where she wants...
Your task today is to ensure that you have a world-class remote presentation and pitching skills in an environment where your voice and your delivery count more than ever before, coupled with this you need your visuals to be breathtakingly brilliant. It is all new. And the stakes have never been higher.
It is here that you begin to position yourself as an authority in your industry or field way before the meeting. I have found that many people wait until the big pitch to position themselves as an authority, and by then it may just possibly well be too late.
I have shared the story before about how I failed to do this when I first opened The Sales Counsel, and headed into a proposal meeting, without positioning myself as an authority, and tanked the proposal just by my own disbelief in myself, and it’s a true story that taught me a very valuable lesson, let me assure you!
Setting the Scene
On a good day, our customers are distracted by text messages and phone calls, and on a...
According to one of the world’s leading sources of sales research data, there are now an average of 6.8 buyers in any complex B2B buying decision. That was before COVID- 19, those decision-makers are just as likely to be someone in a different part of the country (or the world) as they are to be in your city. While online meetings do provide us with several benefits, we should not overlook the obvious challenges that this channel presents.
Let’s start with the fact that many people have gone from having a lot of meetings, too many meetings in fact – to now doing nothing but meetings all day every day.
As our calendars fill up faster than panic buyers filled their trolley’s at Woolworths, we find ourselves losing the valuable opportunity to regroup as we dash from one meeting to the next, and almost everyone seems to be breaking what can only be likened to Olympic records in screen time right now.
In a day packed with Zoom meetings and Skype...