Don’t ever do this !
February 24, 2009
I am on the 19:01 train from Oxford to London.
At Reading a man and a woman get on and sit in the seats opposite me.
He pulls out a pad and begins writing a list of questions.
He then asks the woman, “ What else should we ask them about their business ?”
She looks a little shocked and panicked, “ I don’t know ! “ What are we going to say ?”
“ We’ve got to get this right. This could be a really big customer. We have to act confident. Do you have the samples ?”
The Woman pulls out a somewhat dishevelled swatch of luxury paper samples.
You can see where this is going can’t you ?
Even if you think you are going to a sales call, the client sees it as a presentation.
A chance for you to present your credentials and wow them with more than they expect. Why oh why would you consider going into a golden opportunity like this unprepared.
Write and rehearse your sales presentations, your elevator pitches, in fact any interaction that’s important to the growth or development of your business.
If the presentation is not worth rehearsing, it’s probably not worth giving.
