Another Sales Presentation

Oh I'm loving being a client.
I witnessed another sales presentation today given by a sales trainer!
I'm learning so much.
He did and said all the right things, and yet there was something missing.
I could see so much of myself in the presenter. I was cringing.
Even some of the stories and anecdotes had a similar ring to them.
I was writing rapid notes about the things I need to ditch in my own presentation style!

He had everything, the looks, the passion, the anecdotes, the high level stuff, but somehow something was missing. The Solution!! It was good enough though.

But you know what! From what I'm seeing, selling needs turning on its head. It's all been about Calling High and Selling Benefits. What I've witnessed so far, it's better to Call Low and Sell Features!!
What I've learnt as a client in my short time, is CUT STRAIGHT TO IT! If I have to see another high level overview telling me what the problem is in language which isn't that of the organisation, then I'm going to scream. What I want is to be asked and listened to, and cut straight to the solution.
When I go to buy a car or a house, I'm interested in the features and the solution, not some bloody 45 minute presentation on what the problem is.

Presenting a detailed solution shows understanding of the problem. I know I have the problem I don't need you to tell me that!! That's why you're in presenting to us/me.

Message to self. Cut the bullshit and overview and dive straight into the middle or end!!
I must give it a go myself and present the solution straight away.

Beginning Middle End. Tell 'em what you're going tell 'em. Tell 'em. Tell 'em what you told 'em.
Bullshit! Just Tell 'Em!!
Come to think of it it's like going to a Concert and having to endure the crappy opening songs in order to get to the good ones and the encore. Just give me the encore NOW!!

Comments

[Nick Braak]

You hit the old nail on the head, my friend.

Whilst looking for ways to improve my consulting strategy I had come up with the idea of offering only executive summaries. Hardly anyone cared to read or listen to the reasoning behind the recommendations. They just wanted the "bottom line". Your story has made me want to go back and take another look at that approach and I plan on giving it a whirl.

[Nick Braak]

You hit the old nail on the head, my friend.

Whilst looking for ways to improve my consulting strategy I had come up with the idea of offering only executive summaries. Hardly anyone cared to read or listen to the reasoning behind the recommendations. They just wanted the "bottom line". Your story has made me want to go back and take another look at that approach and I plan on giving it a whirl.