Going on-site to a group that represents an ACV higher than my quarterly quota. Any tips for on-site selling? Only my second time selling in person.
SoccerandSales
In person presentation tips?
12
Advice could vary depending on where you are in the sales process. Here are a couple general rules I try to follow.
1) Avoid death by PowerPoint. The meeting is more about your customer than you. Slides should be limited and used to present discussion topics.
2) Don’t assume everyone attending will be present. If some are sitting in virtually be sure you are including them in the discussions, and keep your camera on so that they can see and interact with you.
3) Read the room. In person has some major advantages. Be sure you are aware of engagement, body language, etc.
4) Bring and leave some swag. This can help keep your company name and logo in front of them after the fact.
1) Avoid death by PowerPoint. The meeting is more about your customer than you. Slides should be limited and used to present discussion topics.
2) Don’t assume everyone attending will be present. If some are sitting in virtually be sure you are including them in the discussions, and keep your camera on so that they can see and interact with you.
3) Read the room. In person has some major advantages. Be sure you are aware of engagement, body language, etc.
4) Bring and leave some swag. This can help keep your company name and logo in front of them after the fact.
Best of luck! You'll do great
Mindset is important. Remember your past wins. Listen to some high energy music. Do some power poses. I'm sure you'll smash it
Anything you can expense like a lunch or coffee or ice creams maybe?
Look people in the eyes. Try to connect on the personal level when possible.
Mindset is important. Remember your past wins. Listen to some high energy music. Do some power poses. I'm sure you'll smash it
Anything you can expense like a lunch or coffee or ice creams maybe?
Look people in the eyes. Try to connect on the personal level when possible.
Test your equipment. Bring all the adaptors, have a plan if that all fails.
showing up is half the battle - good luck!
Presenting? Or just dropping in with hard material?
Where are you at in the sales process?
“As much as I’d love to tell you all the things we do great…I’d be much more interested in the problems and issues you’re facing”
Where are you at in the sales process?
“As much as I’d love to tell you all the things we do great…I’d be much more interested in the problems and issues you’re facing”
Semi-deep in the process, looking to get buy-in from C-Suite on price to present to the board
You beat me to it, same questions I have too!
Congrats on the opportunity!
1) Show up early. If you have some set up to do you should be there 30min early. Otherwise, 15min early.
2) Dress nice. You don't need a tie, usually, but sport coat, nice slacks, button down shirt, dress shoes. Don't be remembered for what you wore - just what you presented.
3) Have a "leave behind" - ppt copies, brochures, proposal - whatever fits. And have business cards, even if they don't. I don't like anything "cheesy" but if you have some company pens or something simple, bring those. It also depends on the number of people you're meeting with.
4) Stick to the time. Be ready to go longer, but understand they probably have a "hard stop" in there. And if the exec pops in for part of the meeting, be ready to get to the good stuff quickly.
Good luck!
1) Show up early. If you have some set up to do you should be there 30min early. Otherwise, 15min early.
2) Dress nice. You don't need a tie, usually, but sport coat, nice slacks, button down shirt, dress shoes. Don't be remembered for what you wore - just what you presented.
3) Have a "leave behind" - ppt copies, brochures, proposal - whatever fits. And have business cards, even if they don't. I don't like anything "cheesy" but if you have some company pens or something simple, bring those. It also depends on the number of people you're meeting with.
4) Stick to the time. Be ready to go longer, but understand they probably have a "hard stop" in there. And if the exec pops in for part of the meeting, be ready to get to the good stuff quickly.
Good luck!
Try not to talk too fast - nervousness and adrenaline can do that.
Try to tell a story.
Look for ways to ask the audience a question, here's one "How many times a day do you think you're advertised to?" Have people shout out answers. Answer is about 3000.
Dial back the enthusiasm. Don't tread into used car salesman vibes. You're there to present a solution to their pain-points. Conversational is best.
Most important, do your research on the players that will be there. Where they went to school, what accolades they've received, how long they've been at the company. Someone went to Ohio State? Probably brush up on latest happenings with their football team so pre/post presentation you can banter w them.
Anyway, good luck!
Try to tell a story.
Look for ways to ask the audience a question, here's one "How many times a day do you think you're advertised to?" Have people shout out answers. Answer is about 3000.
Dial back the enthusiasm. Don't tread into used car salesman vibes. You're there to present a solution to their pain-points. Conversational is best.
Most important, do your research on the players that will be there. Where they went to school, what accolades they've received, how long they've been at the company. Someone went to Ohio State? Probably brush up on latest happenings with their football team so pre/post presentation you can banter w them.
Anyway, good luck!
Xanax 30 minutes prior to pitch. Dosage as needed. But before that:
You're probably using 2 screens while doing your demos remotely, so you won't have the other screen to keep your backup on.. if I'm guessing this right. So, have all the tabs and backup docs open and minimized.
If you're on a Mac, get used to Mission Control to switch between screens. Bring the same mouse and keyboard you're used to and use them puppies.
Rehearse it. Purposely interrupt yourself with a stupid question from the crowd. Rehearse it again. Then put the whole thing to sleep. You've got this.
You're probably using 2 screens while doing your demos remotely, so you won't have the other screen to keep your backup on.. if I'm guessing this right. So, have all the tabs and backup docs open and minimized.
If you're on a Mac, get used to Mission Control to switch between screens. Bring the same mouse and keyboard you're used to and use them puppies.
Rehearse it. Purposely interrupt yourself with a stupid question from the crowd. Rehearse it again. Then put the whole thing to sleep. You've got this.
Is it common for sales people to be on drugs during deals? Honest question lol I thought that was a thing from the 80s
These days, I would say its very rare. But who knows what people are doing in the comfort of their own caves..
Get up and walk around the room like you own the place.
If there's a white board in there you best be using it.
If there's a white board in there you best be using it.
Thinking wolf of wall street entrance
In person is great! You’ll get a better sense of how things are really going when you’re in the room. Others have given great advice about showing up early and being prepared and practiced.
I’d only add, enjoy yourself. Meetings like this are why we do this job.
I’d only add, enjoy yourself. Meetings like this are why we do this job.
Pop a few Viagara before walking in so that nobody really pays attention to what you're saying and then have them sign. Bueller
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