Conversations

3 years ago I was looking for a pension solution and had the worst sales experience of my life.

The salesperson was speaking for 93% of the call (30 of the 32 minutes). This was my 2nd call with him.

The mad thing is on the 1st call I thought he was a great salesperson. That call was also 30 minutes but talk time was closer to 50-50.

He asked me lots of questions, and provided me with advice that was educational.

But on the 2nd call he showed parts of the product that were totally irrelevant to my needs. Having listened to thousands of recordings of "pitches", this is a very common problem I see when coaching.

Sellers think I've "finished" discovery and now I can "pitch". BUT discovery never finishes! You should keep doing it on every call.

Otherwise, what you pitch may not be relevant.

Here are 8 questions to make your presentations more interactive:

1. How does what you're currently doing compare to this?

2. You stated Y is your biggest challenge. How would this help (if at all)?

3. You mentioned Z was a goal for you. How could this help achieve that (if at all)?

4. What was most relevant from what I showed here?

5. How do you see yourself using this part of the product?

6. You mentioned your colleague (name). How do you imagine him/her using this?

7. How does this compare to other solutions you've looked at?

8. How do you imagine your team using this?

PS, notice the "if at all" addition on some questions.

Want to see my coaching checklist for discovery & presentation calls?

Reply here and I’ll send it over

Cheers,

Michael Hanson

CEO Cosmic Growth