Business blogger Jack Yoest (photo to the left) of Yoest.org is guest blogging over at my good friend Anita Campbell's independent business industry leading blog and Forbes Favorite in Best of the Web in 2005 Small Business Trends.
Jack Yoest was in the market for a computer software solution. He listened to a web based conference call sales presentation by a company he identifies as "Brand X". Obviously, the company name was changed to protect the guilty. In this case, the guilt was that of committing several glaring and costly sales mistakes. Jack stopped counting the most blatant sale destroying errors at seven.
Be sure to read the original post for Jack's insightful, and tongue in cheek, discussion of each of the seven deadly sales presentation sins. They are definitely worth the click.
Here are the highlights:
I sat through a conference call/web based sales pitch by Brand X for creating a wiz-bang presentation to promote one of my companies. The presenters made a number of mistakes. I stopped counting at 7.
1) Start the presentation on time.
2) Never let ‘em see you sweat.
3) Don’t tell me how smart you are.
4) Never introduce yourself.
5) Never discuss religion or politics.
6) Never provide backup/proof unless the client is skeptical.
7) Do as I say; Not as I do.
Jack adds:
Bottom line: I didn’t buy. The Brand X manufacturer’s suggested retail price is $17,500. But! if you buy now! now! your investment! is onlyninethousanddollars….I had a low four figure budget and Brand X did not close the gap between my needs, my money and their software solution. Which was actually very good.
Be sure to read the guest post by Jack Yoest, and avoid committing the same sales losing mistakes described in the story. In fact, I would suggest writing them down and distributing them to your entire staff and every one of your business clients. You would be doing each recipient a huge favour.
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