Who is your sales presentation about?

Is it about you or your prospect? -bluenote

Assuming that you're talking about a presentation vs. a needs assessment, I believe the presentation is about your product/service, but within the larger context of the prospect's specific needs. -Skip Anderson

I believe the real question is whether a presentation about your (the seller's) company is EVER appropriate.

I coach salespeople to only give a presentation (or a demo) as a way to answer specific questions posed during the sales process - or - as a way to counter competitive "mines" that may be or have already been laid. If you start every sales presentation with your company story, you're focused on your needs and not the prospect's.

If you're meeting with low level prospect contacts, they will love to waste your time viewing your 75-slide company story and product presentation. You get a chance to demonstrate your acting ability. They get information they feel they require to "evaluate" you. I mean, they don't have anything better to do, right?

Now, when you're meeting with a decision-maker or another powerful and influential executive, they could care less about your company story or watching a canned presentation. Sure, they want to know they are talking to a solid, reliable company and you need to finds ways to communicate your strength. But they are really only focused on two things - your understanding of their business problem and your ability to provide a competitive solution.

That's the only reason to conduct a presentation.

For example, two years ago, I walked up to the booth of a prospective client at a major trade show. While waiting for the CEO to finish with a meeting, I asked one of the salespeople, "How's the show going?" His response was, "Great. I've got my demo down to six minutes." Right then I knew I had a good opportunity for a sales training engagement. If this guy's only focus was how fast he could show the same five or seven things about his complex and costly product to a wide variety of booth visitors, this company had needs. I was right. -jcundiff

My sales conversation centers on the forces in play when selling a home (Supply/Demand, Differentiation, Pricing, Marketing, Property, etc.) and how they relate to the prospective client's situation. I get asked about and cover the brokerage fee and where our buyers come from but usually I don't have to say much about myself or the company. -AZBroker

You don't use a company talk? -Thomas

There was no question in my mind that I wouldn't get long winded answers to this simple question.

The simple answer is.. It's about YOU.

Anything less and your stuck in the battle of the remainder of the 99% of sales people and sales trainers. -bluenote

??? I don't understand what you mean.

You're saying the sales presentation should be about the salesperson? -Marcus

I'm not sure what you mean, bluenote. Could you please elaborate just a bit? Thanks. -Skip Anderson

Without question. -bluenote

See above. -bluenote

I would say you have this reversed Bluenote. I would say that too many salespeople focus their presentation on themselves or their companies (seller centered) instead of focusing on how a recommended solutions satisfies a prospective buyer's wants/needs. (buyer centered). -Houston

Q. Why are we in business?

A. To go to the bank everyday.

This is not the 1950's. There is no benefit to us as salespeople to build rapport or to try to bond with a prospect. Nobody cares what the weather is, who won the golf tournament or what the score of last night's baseball game was. This is nonsense.

People are far more sophisticated today and they want to trust and do business with you.

How do you earn this trust?

By being the absolute professional and qualifying up front. This should be done within the first 90 seconds of your conversation.

Does the prospect have the need - the greed - the character to make the purchase or commitment - and most importantly, the money to pay for your product or service.

How do we get away with this method?

By having more people than we can possibly talk to in a single day. EVERYDAY!

This is how the money is made folks. I read all kinds of sales books and attend all kinds of seminars... I agree with about 80% of it at most.

The bottom line is, there's a basic philosophy to sales and the above is the formula for what it takes.

........

It's always about the money folks..... IT'S ABOUT YOU! -bluenote

So what's your plan Houston?

Of course you have to have a product or service that meets your highly targeted prospect's needs... Why would you be in front of them or on the phone with them to begin with?

The top 1% of salespeople do not waste their time dancing around with prospects. -bluenote

Having a sales presentation that is Buyer centered doesn't have anything to do with bonding or rapport if that is what you're saying and there is much more to building trust than merely qualifying up front. Also, focusing on the money, you, is a common pitfall of selling. -Houston

Of course it's not about focusing on the money. That's not my point. You and every other real sales person knows that and money doesn't even cross their mind during their presentation.

I'd like to think you payed attention to the other points and philosophies of my post to understand where I'm coming form. -bluenote

I didn't see this post earlier so I'll reply now. My plan for a presentation is to demonstrate my capabilities in a way that is Buyer centered which is not the same as a presentation focused on me or the company I work for. -Houston

You suggested that without question the sales presentation should be about the salesperson. You also suggested "having more people than we can possibly talk to in a single day. EVERYDAY!" I'm on board with having an abundance of high probability prospects but I don't see the connection with that and the presentation being about the salesperson. -Houston

Awesome! We're on the same page now.

Now that you have an abundance of high prob prospects in front of you, wouldn't it make perfect sense to weed out the % of prospects who are not prepared to business with you today?

Of course there are certain industries that this doesn't apply to but Geez man, why else are we in sales? -bluenote

I'm on board with that but I do my weeding before the presentation. -Houston

Of course we do our weeding before our presentation. That's the point.

The idea of having an abundance of highly targeted prospects who are interested in your product or service is the 1st step.

The next step is to qualify immediately. If they aren't prepared to do business with you today, get rid of them. They are a waste of your life. -bluenote

Where does the presentation fit into this? -Houston

What do you mean where does it fit in? Are you just playing games here?

It fits in after you qualify them and know they have the need or greed to make the purchase along with the money to pay for it.

If you continue on with your presentation or go to meet with someone without knowing the check is in hand or that contract is going to be signed you fall into the the category of belonging to the lower 99% of the sales spectrum. -bluenote

Of course there are many people who won't agree with this philosophy which is why they struggle and wonder what's going on in their sales world.

This is true not only for salespeople but for sales trainers and consultants as well.

There are plenty of self proclaimed sales training "gurus" on this site. They fall into the lower % of the spectrum as well.

They are on this site for one reason only and that is to market their services. Some stick around and some take off. Do you think they lend all their "knowledge" because they are nice guys? lol, c'mon now.

Of all the consultants/sales trainers (and there have been dozens) that I have seen on this site since day one, there have been only two that are the real deal. -bluenote

You said the sales presentation should be about the salesperson. How does that fit in with the idea of working with these high probability prospects? I don't see how the two are connected. Yes, work with high probability prospects but why should the sales presentation be about the salesperson (Seller Centered) instead of demonstrating capabilities (Buyer Centered)? -Houston

If someone asks me about the brokerage or my background I'll respond with answers that have been previously thought out but I don't incorporate a company talk into my sales presentation.

Ouch! ;om

From reading your posts I get the impression that you'd consider Jacques Werth (High Probability Selling) the real deal and I'd agree. I would be surprised however if Jacques agreed with your assertion that the sales presentation should be about the salesperson.

Where is the connection bluenote? -AZBroker

The focus of this thread drifted off because that's where the conversation lead itself.

I do believe that the presentation is about is about me and not the prospect. I do what I do to get paid. I'm not out there to make friends, spread the word or save the world. I'm a salesman, it's the only skill I have and all I've ever done. It's what keeps me warm, dry, fed and able to enjoy my choice of luxuries in life. I do not scam or rip people off. I run an ethical advertising business and employ a staff that is able to reach their personal goals and support their families from the company I have established.

I speak my mind because that's the way I am. If you like what I have to say, great. If not, that's all right also. I'm not here to offend or insult anyone. I have learned and picked up a lot of great ideas from this forum and shared what I have learned along the way.

If I feel that 99% of sales people are lost and that I agree with less than 80% of what the avg. sales trainers have to say, then so be it. This is my opinion.

Regarding the original topic of this post, yes, I absolutely believe the presentation is about me and not the prospect. This doesn't mean that I don't listen to them and give them the best service and product that will fit their needs. Of course I do... How else would I stay in business? I work with them and build an on going business relationship which ultimately leads to upselling and future advertising with me. I have developed a system that works best for me and what I do.

You mentioned Jacques Werth, AZ Broker. I have explored his work for the past year and a half since I've learned of him, I have read his books and I admire his accomplishments.

HPS does not fit into my spectrum because we do not sell high ticket items. However, I do apply many of his philosophies and HPS/HPP principles in what we do. The results are astonishing. Is he 100% correct in everything he has to say? Probably not, who is? But if he didn't know what he was talking about he wouldn't have built the international empire he has, his resume wouldn't read like it does and he wouldn't be retired 10x over. As a student of his philosophies, I can testify that they have increased my income, my employees incomes and my company's bottom line tremendously since I've learned of HPS.

Perhaps I'm wrong, but I don't believe that Jacques Werth would disagree with my assertion that the sales presentation is ultimately the salesperson and all about going to the bank. -bluenote

Hi bluenote. If the presentation is about you then wouldn't the whole sales process from prospecting to close be about you? -Calvin

I'd like to offer up an opinion on that, and Bluenote and others can also...

For what it's worth, the needs and wants discussion is all about the prospect. And the presentation of product/selling solutions is all about the product or solution or provider as long as it's given within the context of the specific prospect's needs.

The best to you! -Skip Anderson

I agree Skip. My thinking is that bluenote is talking about something else. -Calvin

Guys,

Here's an outline of my process and why I say it's all about us and not the prospect.

As a sales organization, it is our daily objective to only present those who are ready to do business with us today. (This is about us)

My marketing strategies put more inquiries from highly targeted prospects in front of my staff and I then we can possibly speak with in a single day, everyday. (This is about us)

If the prospect doesn't have the need or greed, the character to make the commitment and the money to pay for it, we do not waste our time with them. This is the qualifying phase of what we do.. up front. If they do not qualify, we politely and professionally get rid of them. (This is about us)

Once qualified, they are now high probability prospects.

They are still in front of us because:

1. The trust is there from both sides
2. We have what they want
3. They are prepared to make the commitment

For the sake of this conversation there's no need to go into any detail of our actual presentation. I will sum it up by saying things don't change during our presentation. We are focused on professionally presenting our clients with the best product and service solution that will bring us the most profit. We then get paid for it. (Again, all about us)

There's no loss of respect or any type of distrust on either side by how we do things. My cancellation rate is next to nothing and we have an extremely high rate of referrals, re-orders, up-selling and after sales. -bluenote

I get your point Bluenote. We were talking about two different things. -Houston

Absolutely Calvin. Every step of the way! -bluenote

At one point the conversation went in a different direction from the topic, Houston. My fault. -bluenote

Strong words Bluenote. Inquiring minds want to know. Name names. -jcundiff

I'm not here to personally attack anyone. -bluenote

No problem. Just curious. -jcundiff

I'm not sure that the members here knew that they were being asked to take a quiz.

You could have stated your opinion earlier for all to discern---agree with, or not agree with.

There is a format here for surveys.

I disagree with your "simple answer" but I might risk longwindedness to elaborate. I do like the others contributions. Food for thought--all. -Joe Closer

Well said. And shortwinded. -Joe Closer

"Needs and wants discussion" is not a fixed principle of selling. Some believe it is, and perhaps center their process around it. -Joe Closer

Joe Closer, please define "fixed principle of selling".

Then please share with us what you believe fixed principles of selling are.

Thanks. -Skip Anderson

Excellent question, Skip.

A fixed principle of selling is an element in an effective sales process that is shared universally with other effective sales processes.

The principle of Qualifying would be an example. For those that prefer think in terms of Qualifying as really Disqualifying, I'll acknowledge my awareness and respect for that---but the principle remains solid.

I hope the definition and example serves your query.

There are, of course, effective selling systems that use needs/wants as a term (yours might be one of them) and component, but because there are other effective systems that do not, the component is not universal, and therefore is not a fixed principle. -Joe Closer

I disagree, J.C.

How is determining prospect needs and wants not universal in the realm of selling? How can one possibly successfully sell without that information? Please explain.

In fact, I believe the single biggest factor in determining sales success is a thorough understanding of prospect needs and desires (once you have an audience). Our sales training teaches that there are macro-needs, micro-needs, and one super-macro need that is the underlying motivation of every purchase of high-end or mid-end goods. My area of expertise is in consumer sales (in-home sales, retail sales, showroom sales, financial and insurance sales, real estate), but this applies to b2b selling as well, I believe.

Also, please define "qualifying" so we know your definition. Thanks, J.C. -Skip Anderson

More excellent questions, Skip.

Qualifying is generally accepted as a process to determine whether a prospect is ready, willing, and able to buy. A variation on this is Disqualifying, and its been discussed on this forum so you can search the topic if you want.

Suffice to say that I respect, but don't agree with you, on the needs/wants discussion issue. If you teach it, you'll probably find customers who will buy it. So keep it---makes no difference to me. -Joe Closer

Thanks for your response, JC.

But one more question comes to mind. Help me understand how can you can determine if a prospect is ready, willing and able to buy if you don't have knowledge about what they need to buy or want to buy?

Skip -Skip Anderson

Skip,

With due respect, is there an element of sarcasm floating within your posts and with the questions you ask? To me, you seem to reply in an odd fashion that I wouldn't expect to hear from someone with your experience. -bluenote

Blue, sometimes I can be sarcastic but I usually am not. In this case I am not. I'm attempting to understand Joe Closer's comments. I'm not always right, so if someone has an alternate point-of-view from mine, I like that. On the other hand, either Joe or I could be incorrect. But it appears we can't both be correct since our opinions are opposite.

Joe's point, as I understand it, is that understanding a prospect's needs and wants assessment is not a core element in the sales process, nor is it recognized as such by various sales methodologies universally. My view is that it is vital and central to the process and in fact the single most important part of the selling process.

Now either he is wrong or I am wrong, or one of us (perhaps me) doesn't understand some piece of what the other is saying. That's what I'm trying to determine.

I apologize if my posts appear odd - I don't intend them to be, but perhaps I'm just an odd dude.

Skip -Skip Anderson

Skip,I challenged you on the wants/needs discussion component which you introduced to the topic Blue Note had initiated. It was not to challenge the method you advocate. But Blue Note uses a different method of selling which some people, upon examination, would believe in more than they believe in yours. If you think that wants/needs discussion cannot be absent in a good selling process, there are those that will disagree who are successful without that component. Therefore, your method might be good, but it is not universal.

I don't want to debate, but if you'll allow me to answer your question with the common debate tactic of using an absurdity, Coca Cola machines move billions of dollars worth of product with no internal mechanism that can provide a needs assessment. People who want a drink put the coins in and buy.

But let's get out of the realm of absurdity. You say you have direct sales experience. You've heard the jargon word, "laydown". If somebody simply wants to buy, as a lot of people do, are we to say, "Hey, wait a minute, I haven't done my spiel yet!"?

I think your methodology might be valuable and effective. But nobody has a lock on one best method. -Joe Closer

JC, I suppose nothing is totally universal in selling.

But here's the point I was trying to make: Call it whatever you want, but dialogue about needs and wants of the prospect is as universal in the process of selling as anything. I'm not talking about "my" sales system, I'm referring to teachings of top sales trainers and sales managers and sales experts, and the behaviors of top-performing sales professionals.

Having said that, I'm aware that there are contrarians in every field of endeavor (that small group of people who goes against opinions of the masses in order to stand out - Ann Coulter and Dennis Kucinich in the political realm in the U.S. for instance). There are contrarians in the sales field, too, and lots of those contrarian views about selling are discussed profusely in this forum. So some contrarians believe some very out-of-mainstream ideas. So maybe that's what you're referring to: that contrarians don't see understanding prospect needs as necessary. But let's focus on the mainstream views of the sales industry, not the small group of contrarians. That's as close to "universal" as we're going to get.

[I always smile when someone says they don't want to debate, but then proceeds to debate. But hey, debate isn't bad, as long as it's done respectfully, which you did and hopefully I do. That's part of the value of this forum, that we can debate issues to learn, share, and persuade.]

I don't understand how your soda machine analogy fits our discussion, as a can of coke is not sold by a salesperson. This forum is not devoted to discussion about "selling" hamburgers at McDonalds or toothpaste at Walgreen's or toilet paper at Target or Coke out of a machine at SalesPractice because there isn't a salesperson involved in selling those products so I don't get why you brought that up in your post.

Regarding your reference of a "laydown:" At that point, of course, a salesperson becomes an order-taker and writes up the order and then moves on. Of course a needs assessment is not in order in that scenario, but neither is any other "universal sales step" necessary in a "laydown" scenario. -Skip Anderson

Why would a "salesperson" morph into an "order-taker" in those circumstances? Those circumstances are not cause for changing who you are, or to be labeled differently.

Is "needs and wants discussion" the turf you are defending, or is really a view that selling requires heroics, or a measurable effort? If so, I have a question for you. Just what is that measurement of effort? Is there a particular hardship that must be overcome to win your merit badge, and shed the label of order-taker?

Contrarians and mainstream---more labels. The majority in selling, what you refer to as mainstream, either fail or just get by. I won't belabor the impact that contrarians have had on just about every field of endeavour since history began. Your choosing the two political figures above ranks with my inclusion of the Coca Cola machine.

You can't truly understand selling unless you understand buying. Two of the sales trainers that have posted here, more well known than yourself, have demonstrated their knowledge of how people buy. I'm referring to Morgen and Werth. I have read their posts, learned from them, and respect their viewpoints. Because of that respect, I will not use labels for them. Or for you. Or for anyone else. -Joe Closer

My two cents; even with a laydown the customer let's you know what they want. -fred

True, Fred - that's a good point. -Skip Anderson

Very well said! -klozer

Coca-Cola and McDonalds are two of the largest sales orgs in the history of business. How could you say there's no salesperson or selling involved? -bluenote

Joe Closer referred to a Coke machine. I don't have a salesperson standing next to the Coke machine that I frequent. Do you? -Skip Anderson

Thank you klozer. -Skip Anderson

Haha- So much for a respectable discourse...

I wonder if a coke machine would have a better close ratio if it tried to "up-sell" you a snack at the same time...

Robotic voice:
"Would u like the Coke Combo with your beverage? How about a 40oz for .25 cents more?"

Hmmmmmmm.... -klozer

Respectable discourse?

The bottom line is there are people who know how to make real money and the rest that don't.

Are you going to argue with that or are you one of the the elite? -bluenote

Real money? Let me guess, your watch cost more than my car??

Haha

You probably carry around a set of "brass balls" in your briefcase...

Good grief. -klozer

Selling doesn't require heroics, but it does require that the salesperson understand the needs and desires of the prospect, thus the need for dialogue about them.

As I said, my previous comments weren't about me or "my selling system" they're about mainstream thought in the community of sales experts & high performers (minus contrarians or fringe people). Don't take my word for it:

"We all know by now that the success of our sales presentation depends upon serving the needs of our customers. Regardless of your product or service, regardless of your industry, your company, the economy, geographic location or any other factor, there are five basic steps you must take to develop and understand your customer's real need. You must identify the problem before you can solve it."

"...you build credibility when you skillfully match your product features and benefits to the specific needs that have been identified in your questions..."

"The more accurately you can diagnose the needs and wants of your customer, the more appropriately you can prescribe the right product or service. Don't ask just any questions, but questions that will help you to understand the needs, wants, and situation of your buyer"
-Skip Anderson

We weren't talking about branding and the history of business of sales. We were talking about buying a soda out of a machine.

There's no need to get personal in your postings. -Skip Anderson

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Gee, I missed the fireworks and I am glad.

I too have been sucked into, what started out as a discussion, and ended up as a high-school debating team contest.

My position is that it is okay for people to defend "the sales process" as if there is only one sales process. The "main stream” sales process started out as "Needs Selling" in the 1950's and is now called "Consultative" or "Solution" selling by its advocates. In spite of all of the world’s monumentous changes in past fifty plus years, the main stream sales process has hardly changed at all.

While some people might say that is a good thing, it overlooks an important consideration. That sales process has enabled sales to gain the number one position among all major business functions as having the highest failure and turnover rates. No amount of verbose, clever arguments can change that fact.

When you convince new salespeople that there is only one correct sales process, how does your conscience deal with that fact? Of course, I am aware that there are fundamentalists and true believers in many fields who can only see one reality. -JacquesWerth

Skip, that's an oxymoron.

Do you really believe that sales experts and high performers act, think, and behave, like the mainstream? -Joe Closer

Skip, you impress me as a sincere person who loves selling and wants to give something back to his profession.

In your well-written and positive blog, you use the words "typical sales-speak bull".

Explain the difference between "mainstream" and "typical".

You've credited the mainstream as having a handle on effective sales conversation, ie. needs/want. How does that correlate with your referring to "sales speak bull" as typical? -Joe Closer

JC, thanks for your nice comment.

Without giving it a great deal of thought, I would say that "mainstream" and "typical" are synonymous. Do you agree?

Your post raises seems to raise two separate issues:

1. What is "bull" and what isn't "bull"?

My opinion is that bull is bull. Period.

2. What is mainstream and what isn't mainstream.

This discussion in this thread started with your earlier post where you asserted that a "Needs and wants discussion is not a fixed principle of selling."

To review my opinion: I believe it is universal in mainstream selling (and we've already had the debate about what is and what isn't mainstream - so I don't know if we want to go there again). #2 has nothing to do with #1, in my opinion. -Skip Anderson

Was the response to Joe's commentary (above) intended as an example of "typical sales-speak bull," or what? -JacquesWerth

Jacques, I'm going to take the high road here and not respond to your post.

Skip -Skip Anderson

Most of your previous posts are exceedingly verbose, feature thorough defenses of your positions, and sarcastic remarks aimed at those that disagree with you.

Could your sudden move to the “high road” mean that you can no longer defend your contradictory statements? -JacquesWerth

Okay, Jacques, so you choose the low road. I get it. And I'm not surprised.

Jacques, identify one contradictory statement I've made.

Skip -Skip Anderson