From the course: Selling with Empathy during Uncertain Times
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Why you should skip the slide deck presentation
From the course: Selling with Empathy during Uncertain Times
Why you should skip the slide deck presentation
- A client of ours, who's the head of HR for a major corporation, has a lot of salespeople that call on her. And she made an interesting observation. She said what was tolerable in an in-person meeting is absolutely intolerable in a Zoom call. And she went on to explain, she said these salespeople that just show up with their pitch decks, and pitch, pitch, pitch, pitch, she said, "It makes my head want to explode." That is hardly how you want your customers to feel. You know, in a time of uncertainty, even though your solution may still be the same thing you always sold, the customer's situation has changed dramatically, and so you need to show them that you're adapting. So I want to give you a formula for presentations, and this is after you've done your discovery. I want to give you a formula for how you can order your presentation. So the first thing is, if you've got a big old product presentation, you need to move…
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