Increase Sales by Speaking to Your Audience Interests
Did you ever wish you could take back something you said?
Last night was no exception when viewing the presentation of another. Here we are in California, the land of firsts such as health and fitness, organic food and enviornment-friendly industry.
More specifically, the meeting was held in Northern California where people are rallying around hybrid cars, taking public transportation and driving a fraction of what they used to. In spite of all this, the presentation incentive for joining the company was - “…and become a top-producer and you will receive a free high-end sports car!”
Many people cringed at the thought and the offer. The presenters would have been far better off if no bonus offer had been made. I would not be surprised if the bonus was a turn-off for joining the company because the presenters were out of touch with the community.
By doing research upfront and learning the culture of the community before conductng such a presentation, your chance for a Smooth Sale will increase dramatically!
Published July 10, 2008 by smoothsale • Sales, Relationships, Business Development, Marketing, Entrepreneurs • Write Comment
This is an ongoing theme for the careless in sales. They think, “Wow I would love if someone offered that to me.” Instead of doing the research you recommend, more often than not, these “ever so wise” executives tend to think it is the critics that are out of touch instead of their ideas.
Here is a thought…give the presentation, then say we have a budget of X to give the Y people a _______. Let the ________ be a group decision. Now everyone is part of the process and wants in.
July 11, 2008 @ 10:05 pm
Ouch! This is such a common mistake it’s painful. Far too many sales people and companies think it’s all about the pitch. When it’s really about understanding your prospect, your product, and the market.
I’m sure they got the product part right, but missed the mark by a mile when it came to understanding the prospects and the market.
July 12, 2008 @ 8:23 pm
Personally, I would love to earn a BMW for my selling efforts. If, on top of commissions, I am literally given a brand new car top of the line car, bite me if I don’t think that’s a good idea! Besides, BMW uses the LEAST amount of fuel to manufacture their cars in the first place. When you combine that with installing simple hydrogen fuel cells that save 40% - 60% on gas mileage, you have yourself a great ride, for free, at a fraction of the operating cost of most vehicles today.
I guess it’s like anything else - it all depends on how you look at something.
Could you please email me the name of that company? I’d love to look into it.
The name of the company is Zrii - thank you for sharing your perspective. This is the point of successful sales. You may have your own point of view, but it is necessary to keep an open mind in case there is a valid reason for considering new possibilities!
July 16, 2008 @ 5:58 pm
Motivational Saying…
Any one can hold the helm when the sea is calm….
September 2, 2008 @ 7:08 am