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Presentations
Depending on what you’re selling and who you’re selling to, or maybe you’re cutting out a commute, you may have some extra time on your hands to refresh or reinvent your sales process and selling tools. Here’s a great place to start. This past week, I was reviewing a Pitch Deck for a young seller...
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Taking notes on “Selling” from Cooking Competitions If you’ve had young children, you’ll feel my lament over those awful cartoons with the characters and theme songs that take root in your adult head like uninvited weeds in your brain garden. From the mouse to the purple dinosaur to the little girl who yells everything and carries a backpack – there are dozens of children’s cartoons that contribute to the world’s adult beverage consumption. Thankfully, my children have graduated from most of those cartoons. The occasional obnoxious Spongebob Squarepants and TMNT (that’s Teenage Mutant Ninja Turtles to you) still show up from time to time but for the most part, my Jr. Associates have fallen in love with cooking and baking competition shows. They love the idea of challenges and all the tricks and turns, sabotages, and the pressure cooker that all the contestants are in. As we watched our favorites this weekend, I listened to my children talk about what they would do differently, other strategies they would take, or how they would explain their dishes another way. After the 3rd or 4th episode of Cutthroat Cupcake Chopped Academy (a mash up of all the shows), I started to think about the similarities of the pitfalls in cooking competitions to where we see mistakes in sales and selling. Strangely, though no surprise to those of you that know me, in this relaxing down time, I couldn’t help but build some sales coaching analogies from these entertaining battles. Today, I have made for you . . . Four Ways Sellers Can Avoid Ending Up In Hot Water - Listen to what’s important. Many a sale and a challenge have been lost by not listening to what’s TRULY important to those making the decisions. When cooking contestants don’t build their strategy around satisfying the criteria they will be judged against, their success is compromised from the start. Going through the discovery process is critical with your customers to understand not only what they want, but how they will be making decisions, what their success metrics look like, and ultimately, how they want to go through the buying journey. Miss this key component and you could quickly be eliminated as a potential provider. Don’t serve the status quo. Just as cooking shows challenge the skills and creativity of contestants, buyers want sellers that bring them different and creative solutions to their problems. Stand out from the competitors by highlighting what makes you different and focus not on your capabilities, but your competencies, and results that you’ve proven for similar clients. True contenders don’t show up with the easiest dish or the most common ideas. Challenge yourself to serve your clients something different. Don’t die for your perfect plan. Sometimes, in cooking, as in selling, we’re thrown a curveball. A mystery ingredient in a baking challenge might be the equivalent to a potential customer asking you to work with a smaller budget or a shorter time frame. I’ve seen this blow a hole in many a sales pro’s “perfect plan” and they never quite recover because they’re not able to be flexible or go outside the box for resources or solutions. Listen to your customers, consult your team, play to your strengths, and adjust and adapt to the circumstances so you can meet your client’s needs. You may not be able to solve all their challenges on your own but you can track down other resources or collaborate with your customers to customize the opportunity just for them. Don’t tank your presentation. Part of the pleasure of these pressure cooker contests is the moment of judgment for competitors where their efforts are weighed and measured against the expectations of the judges. We’re rooting for the contestants, for we know all they’ve been through and how they fought to get their final product ready for presentation. And this moment, many battles are won or lost by how the contender steps up and presents. Confidence or lack thereof is the first place to lose. Fear of rejection or fear of walking away empty handed can be off putting to customers. It detracts focus from discussion and emphasizes desperation. Some contestants lost the judges when they start inventing fancy names or try to distract from their presentation’s potential flaws. Buyers, just like judges, see straight through those tricks. Calling any dish “deconstructed” means you are missing ingredients or couldn’t pull it together in the end. Glossing over incompatibilities or dodging objections annoys customers and discredits your trust and credibility. Be transparent with your solutions and present your offers confidently. Next time you’re up to bat with a prospective new client, think about the pressure cooker of one of these cooking or baking competitions. Keep your eye on the prize by truly listening to what problems your customers are asking you to solve and confidently adapt to their needs and delight them by serving them their own unique solution customized just to their tastes. Until next time, stop hoping, start cooking SELLING! -sks PS - Jumping from the kitchen to the office – if you feel like you’re losing your battles at any one of these points, contact us. We can help you understand your customers, deeply differentiate your offers and profoundly connect with your audience to earn trust and sales quicker.
If you’ve had young children, you’ll feel my lament over those awful cartoons with the characters and theme songs that take root in your adult head like uninvited weeds in your brain garden. From the mouse to the purple dinosaur to the little girl who yells everything and carries a backpack – there are dozens...
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Are your eyes on the competition or your customers? What you SHOULD obsess about in your business.
How do you “handle” the competition? Meaning, do your competitors factor into your offers, your customers, your sales and marketing strategy? How much weight should you give to their consideration? And, What exactly should know about your competition and how do those insights affect YOUR plans? Unless you’re operating in a total vacuum, you should...
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talking about Capabilities instead of Differences is killing your sales and profit margin
Let’s talk about your sales and profit margins. How effective do you think your Sales and/or Marketing messages are? Are they compelling and converting leads in to opportunities and opportunities into customers with strong and healthy margins? At what rate? And at what cost to acquire a new customer? (If you don’t know your conversion...
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Are you making the best first impressions? You need talk tracks
A while back, we participated in a great business expo hosted by the local chamber. At The Selling Agency booth, we asked people to “Give us their best pitch” about their business. And . . . we offered to record it for them and email them the sound bites. There was a specific point to asking...
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Common Sales Fail - Stop - preparing - proposals - prevents - buyers - brushoff
Last week we kicked off a series highlighting costly Sales Fails from leading edge sales trainers and consultants around the country. With so much experience coaching, training and in the fields, my mastermind group of Women Sales Pros had plenty of examples to contribute. In the last post, we highlighted the #SalesFail many reps are...
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Don't Do Boring Business: Tell Stories To Reach Customers
“Just the facts, ma’am” – is the iconic line parodying detective Joe Friday from the old show Dragnet. Meant to demonstrate the character’s dry approach to interviewing witnesses, sometimes I feel like I’m meeting a live “Joe Friday” when I’m approached by someone trying to sell me a product. No context, no perspective or relevance...
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what matters to buyers
In the last post, we talked about how to make your sales presentations better – improving the focus of the content and delivery. This week, using more examples from our clients, we present a more specific context of your proposals – a mistake that’s made quite often when we listen to sales pitches which is...
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are your presentations a bomb?
Did you ever have one of those terrible professors or teachers in school—the ones that droned on and on about chemistry or Shakespeare or whatever? The ones that sucked all the enjoyment out of the topic, put you to sleep or or left you feeling like you wasted your time? Have you ever sat through...
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It’s not hard to find inspiration for our Selling Agency blog posts. We’re constantly assessing our every day interactions for the best and most common selling situations that we can learn from or highlight. This week’s post was a lay up thanks to a couple of guys going door to door. I pulled in to...
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