Article No :14 | December 15, 2005 | by Howard Mann
Almost every business I have come across sells in a similiar way. Call, meeting, live presentation, written proposal, negotiate and pray. It’s a tedious and painful process.
I am certainly guilty of trying to follow the same path. Boy does it suck. If it sucks for one to do, how much must it suck for the person on the receiving end?
If it sucks for one to do, how much must it suck for the person on the receiving end?
If your sales process is a strategy where persistence wears down the prospect into submission you can’t complain when your clients act like a captured populace.
What if every interaction with a prospect was a good experience for both of you? What if you had fun creating and delivering them? What would that look, feel and sound like?
If you have lost your story, your nemesis and have your brickyard in place then talking about what is great and true about your company and its people will be unique, powerful and truly memorable.
What would your first meeting be like? How fascinating a read would your bid response be? What would your proposal look like? What kind of live presentation would you give?
I am not talking about what your PR or Marketing company tells you it should look, read or sound like. What would be fun for you to prepare and present?