Tag Archives: Pitching

Beware – especially #SMEs

Whether you provide a service or whether you make something and no matter how GOOD you are, you need to tell the world about what you produce. THAT means that a large part of your job is Selling!

Whenever I train people to sell, I tend to major on how to get your product or service in front of people and how to turn value into hard cash. A good Sales Presentation IS useful but as MOST entrepreneurs who fail, do so because they don’t distribute or sell their product effectively, I thought that on this occasion, I would cut to the last bit……the very end of a pitch, presentation or meeting  – so that you recognise the signals which tell you that you have hit a brick wall and have made an error during your pitch.

I have many years experience of pitching my company to senior management – usually the Chief Executive and even though I’ve completed hundreds of pitches, presentations etc, I still find myself making the occasional mistake – usually by simply misreading my prospect’s signals.

Here are some phrases which you may have already come across….ALL of them indicate that somewhere along the line, you have made a mistake. It’s by no means irredeemable but you DO have a bit more work to do:

” Leave me your card, I’ll get back to you.”

” I need to discuss this with my partner/directors/ wife/ HR Director/ Purchasing Manager/ Accountant/ Solicitor etc etc.”

” Call me in a week’s/Month’s time.”

“Let’s get Christmas/ Easter/ Summer Holidays etc  out of the way…then we’ll talk again.”

“Write to me.”

“We’re reorganising/moving premises/installing a new system.”

“At the moment, everything is a bit ‘Up in the air’….I’ll call you when  we’re ready.’

“We’ll definitely go ahead in the New Year/ next month/next financial year  etc.”

If you look carefully, ALL of the above are stalling statements from someone who has not been persuaded that he or she has a NEED or that YOU are the one to satisfy their need.

So, if after the first one or two follow-up phone calls, letters or emails, you are still being stonewalled…..move on and maybe come back in a few months.

Remember: There are NO reasons…only excuses and bad sales presentations!