Here’s the scenario: You’re about to make a sales presentation. You have the right experience, the right products/services and competitive pricing. You’re an ideal fit for your prospect’s needs. This should be a winning sales formula. But all too often, it isn’t. Vendors end up making dumb mistakes during presentations and lose business.
As a marketing consultant, I often source professional services, so I’ve seen a lot of sales presentations. Some are great; most are not. I’ve watched many fully qualified vendors (even ones I was rooting for) miss the mark during their presentations and walk away empty-handed.
Here are four more things to guard against when making your presentation:
1. Bungling the Q & A. The customer asks a question, and the sales team is confused about who should respond or gives a weak, unfocused answer. Anticipate questions in advance, have answers teed up and be sure the entire team knows who’s supposed to take the lead on each topic.
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2. Checking smartphones. Never, ever let any member of your sales team pull out a smartphone during a presentation (unless you’re showing your customers how great their new website will look on a mobile device). Being unable to resist the use of your smartphone during a presentation shows a lack of interest and self-discipline. The prospect deserves your full attention. Don’t even check the time on your smartphone—wear a watch.