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The Anatomy of a Lousy Sales Pitch | The SalesRoundup Podcast
The Anatomy of a Lousy Sales Pitch
November 9, 2009
The Anatomy of a Lousy Pitch!
At this very moment millions of people are listening to sales presentations and most of them are probably thinking “when will this be over?” Let’s face it sales people exert a lot of energy to get in front of prospects and a good percentage of those sales people blow it by making a mediocre presentation. How are your prospects reacting to your presentations? Are you talking about your client’s needs? Could your presentation be better? What are you doing to distinguish yourself from the competition?
This week Joe and Mike discus the anatomy of a lousy pitch and give you some ideas about how you can improve yours.
Listen to this weeks Sales Podcast
Download MP3
This week Guest Interview… Tim Wackel – Anatomy of as lousy pitch
Show Notes: Life After Death by PowerPoint video
This week’s post on the SalesActionPlan Blog:
Overcoming the Four Top
The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount. Read more about handling pricing objections
Pricing Objections in a Complex Sale
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Related posts:
- Be careful what you ask for as a manager you just might get it!
- Prospecting 2.0 Burn the Ships!
- Overcoming The Sales Price Objections!
Posted in General Skills, Podcast
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As I get more involved with starting my own companies, the more I realize that I can’t just pan off sales onto someone else. Not saying that having a different person do sales is a problem, it is that I need to have the confidence and ability to step in and handle it well if the need arises.
I would say that my first company failed because we created a situation of depending on a single person for sales, but they didn’t follow through on their commitment. I looked at it as that I had done my part, but the fact is that we should have had a better backup plan.
So, now I’m starting a pitching practice group here in HK, we just had an organizational meeting last week, along with me delivering a pitch. The feedback, I’m too unemotional and flat, need to sound more excited by what I’m pitching. Finally, some useful information.
“Entrepreneurship in Hong Kong” and my comments
Total Entrepreneurial Activity Average= 4.9%
- Hong Kong has a relatively low level of entrepreneurship, which is surprising considering high levels in mainland China.
- The level of entrepreneurial activity is historically very stable.
- Two in every three entrepreneurial pursuits are opportunity based and tend to be in export/import and consumer oriented businesses.
- Approximately 70% of start ups fail within the first five years, which is on par with the USA.
- There are strong correlations between higher education and willingness to take the risk of starting a new business, however the majority of these business are not using innovative technologies or selling new products and services.
- Most of the business start ups focus on capturing market share in North America and Europe.
- Special Administrative Region status with China strategically positions businesses to serve foreign enterprises seeking to enter the Chinese market; and Chinese businesses trying to tap into global markets.
- Major playing in the Global Supply Chain network.
- Economic growth is approximately 6.1% based on it GDP.
- Obtaining financial support through institutions and formal investment entities is difficult.
- Most new business are funded by owners, family members or friends due to: High personal savings rates, cultural norms, wealthy ageing population and a preference for low to no interest rates on capital.
- Secured loans are available to new businesses, however the application process is tedious and usually based on significant collateral and interest rates are about 6.5% per annum.
- Venture capital is virtually non-existent in Hong Kong, however, once a firm is ready for the Initial Public Offering (IPO) phase there is considerable opportunity for capital infusion.
- Excellent infrastructure
- Ample educated, English speaking and flexible human resources
- Regulations are transparent and easy to navigate
- 0% average tariff rate and they do not restrict foreign direct investment.
- No capital gains tax, so investors can keep all their gains in a venture.
- Bankruptcy and insolvency regulations allow a firm to exit a failed endeavor.
- Hong Kong’s has an economic freedom rating of 83%.
- Government has educational/training initiatives for cultivating entrepreneurial activity
- Easy to start a business in 11 days and you can register the company within a month starting operations.
- Simple/transparent tax code, low tax rates
- One of the least corrupt legal systems in the world with strong protections for individual rights and property rights. They have established intellectual property rights, although they do need to improve enforcement.
- Cultural values entrepreneurship – it is seen as the only real way to achieve significant wealth, they respect people that bootstraps and do not stigmatize people for failure.
- Women are not discouraged from pursuing their own businesses, although the majority of the female entrepreneurs have entered into “female-oriented” sectors (clothing, beauty products, etc.)
- Does have a high cost base, inadequate links between R&D and the market retard entrepreneurship, high fears in taking risks.
Souce: http://www.internationalentrepreneurship.com/asia_entrepreneur/hong_Kong_entrepreneur.asp
My comments: Some facts listed above may or may not correct. That's not the point. The key point is, as an entrepreneur, whether you are aware of or not, you compete in clusters rather than individually. You or your firm have a larger chance to succeed if the cluster, in this case Hong Kong, is getting better. (Btw, I think Startup Monday is a great step forward. Thanks those who initiate the gathering). You idea maybe more likely to get funded if you are in Silicon Valley. However, even if you are in Silicon Fen, Hsinchu/Taiwan, Zhongguancun/Beijing or here in Hong Kong, as long as you understand the strength and weakness of the cluster and know how to play with it, you probably have a equal chance to succeed.My further thoughts:
- What are main weaknesses of HK cluster? High cost-base? Limited market size (even your product/service achieve scalability)?
- What are main strengthes of HK cluster? geographically close to a huge booming consumer market?
- What are the opportunities for HK cluster? Shenzhen cluster, one hour drive from your place, stand several internet/technology giants in China. Among them, Tencent(QQ) and Huawei. Chinese Nasdaq recently opens up in Shenzhen. The city is also a nationwide center for RMB-denominated Venture fund and has a very low R&D cost base.
I am sorry for throwing out many unorganized thoughts but would be very happy if you find some pieces are helpful. Your comments more than welcome! I won't be able to join next Monday's meeting due to travel but wish you all enjoy it.