How frustrating it must be – you have built the best product presentation in the world, the customer gave you an hour to present, and by golly you are going to use every minute of the meeting to hammer your points and take no prisoners. – yet the customer is cutting you off 10 minutes into the presentation. He is saying he has seen enough and is ready to do the deal. What should you do? You have all this material to present, you spent a whole week preparing.
Are you kidding me – STOP selling. You did it.. Now start talking about implementing your solution.
You are saying to yourself, what kind of a person keeps selling when the deal is done. Well, this example is extreme, but think about the demo you last did. Did you stop showing all the other stuff when the customer said he saw what he wanted to see? Think about a recent presentation you did. Tell me you didn’t insist on going through all 30 pages of the presentation even after the customer “got it” on slide number 5.
I think you “get it” now. Certainly John K. “gets it” because this rule was his idea.
Other Related / Recommended Posts:
- Rule 79 – Always make a last minute pit stop before your customer calls. It will prevent the customer from concentrating on your lunch stain instead of your presentation.
- Rule 16 – Those who ask for the business, get it more often than the ones who don’t.
- Rule 46 – Selling is not an adversarial exercise.
