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
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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.
I think that presentation skills is something that I really need to work on, this definitely helped and I will probably revisit it laterby the way, we never gave feedback to each other (on the presentation skills) during our demo pitch last time, maybe we can do that in the future? kind of like Jon’s pitch masters thing?