Stick to the basics and you can’t go wrong!
I think we often get lost in the weeds and spend time talking about product details, blah, blah, blah….and many times we are going down the wrong path, not focusing on the right themes…
I was on a call yesterday and we started our normal presentation, which is frankly an info dump many times with little interaction so I decided to politely interrupt and asked a very simple but powerful question and voila – lot’s of information came out so we knew exactly what to focus on and then we nailed the presentation.
So, what was the question I am sure you are all waiting with bated breath…
Let me ask a simple question before we go any further. What would you like to get out of this presentation so we know what to focus on?
It’ not rocket science folks, but as they say, common sense is not so common.
Ask some open-ended questions and then wait…and then continue. If it’s a good question there will be some silence before an answer.
Brick
That’s actually a very good question, frames things well
hey paul, thanks..ong time, how are you?
… and, if you don’t mind my contribution, Don’t fill the silence! Great advice.
agreed!
Even better is to get in the mindset of a 4 yr old and reply to each statement they make with “why”. Ask “why” until the prospect is ready to strangle you then ask it some more will elicit good datapoints for you and start getting the prospect thinking
Yes, but more intelligent questions get even more intell.