Don’t Just Send … Present!

IMPORTANT: Presenting can be done face-to-face, video (zoom, Teams, Meet, GoTomeeting) or via phone.

After all the years I’ve been in the sales consulting business the one phenomenon that I always find surprising is how many sales reps simply email important information and quotes/proposals to their customers instead of presenting.

When Should I present my Important information?

• New customer/relationship
• New product or service to an existing customer
• New contact at an existing customer
• A complex, custom important information that needs explanation.
• A high dollar value opportunity

NOTE: Don’t present your important information if you are quoting the same customer a product/service they have bought 10 times before, OR it’s a low value/low priority important information!

8 Reasons Why You Should Present Your Important information:

You can influence their interpretation of your important information: By taking your customer through the important information, you have a unique opportunity to participate in making sure they understand it properly. 

More time with the audience: You can never spend too much time. Remember, you, individually, have the power to impact their experience the most. 

A live 2-way discussion: A live 2-way discussion enables you to feel and hear the customer’s evaluation of your important information. It enables you to talk through any hurdles, questions, or concerns they may have right then and there. It’s also a lot faster than 10 emails back and forth over 3 days.

Ensure they read it: Ever sent over important information to a customer that says they needed it “yesterday”, yet 2 weeks after you sent it, you call them to find out that they haven’t read it yet as it’s buried under a stack of other work? So, if you want to ensure they read it, read it with them.

Establish the next actions: By presenting the important information to the person, you can get commitment on the next steps right on the spot.

Avoid feeling like a “Sales Rep”: I hate feeling like a “sales rep”. That feeling you get when you spend days and weeks chasing to find out what’s happening. Selling does not need to be “us” vs. “them”. One way to avoid the chase is to agree to a time to review the information sent before the current discuss ends (even if that’s via email). 

Confirm their Commitment Level: When they agree to meet to review your information that is a clear indication of their level of engagement, commitment, and interest.

Drive the Process Faster: By presenting the important information, you are having live 2-way discussions, establishing next actions, and gauging their commitment.  That will get a Yes or No faster. Far better than chasing someone while your important information sits out there longer and longer.

REMEMBER THIS: Your customer should pay you for your information. Except the currency is … their TIME!
If they won’t, are they really that interested/engaged?