The teams rushed down the field, set up the play, executed one-two-three but they just couldn’t convert on third down and ended up losing. They were stunned. We fans were stunned. How could this happen?
Both coaches took responsibility for the losses saying that the teams weren’t prepared. And, it was back to work.
How many of us feel that way during our sales presentation? We are in front of the client, delivering our presentation, and then you can’t close the sale. It’s as if the presentation never happened. And, it leaves us asking – what happened!?
I believe that sales are won in the preparation prior to the presentation. Behind the scenes – out of the public eye. The hard work of personalizing the product for the client based on needs analysis. Exploring the client's key motivating factors that becomes your theme all throughout your presentation - The placement of options available for consideration, if needed.
I’m pleased to report that both these teams in the next week won their games. Luck? I don’t think so. Going forward with the basics, practicing different scenarios, understanding the team that you will be playing with enables both teams to stay focused, stay composed and stay confident all throughout the game. In short, they were better prepared.
How’s your game going? If you can’t convert the client, go back to the office and start over with the basics that will allow a seamless conversion to the closed sale that you want, and yield a satisfied client who’s made the right decision in working with you and the product/service that you offer.
