Putting Some Hollywood into Your Sales Presentations

Posted by Dave Kurlan on Tue, Jun 18, 2019 @ 14:06 PM

Bohemian-Rhapsody-Featured-Art

Last week I wrote about First Impressions and today's topic is presentations.  That's quite the change in direction from Consultative Selling, Sales Process, Assessments, and Performance.

What do Bohemian Rhapsody, Rocket Man, Miracle and Argo have in common and what do they have to do with selling?

What do Unbroken, Hunt for Red October, and A Few Good Men have in common and what is their relation to selling?

Let's tackle the issue of presenting your solutions to two different audiences:

  1. Those who are very familiar with what you have, what you do and how it works;
  2. Those who are unfamiliar with what you have, what you do and how it works.

Think about a time when you were being sold, and the salesperson was blabbing the company's talking points, capabilities, features and benefits and you either already knew that stuff or weren't particularly interested in hearing about it  Wasn't that an awful experience?  It doesn't have to be that awful.  If you saw Bohemian Rhapsody, you already knew what was going to happen to Freddy Mercury and Queen but the movie sucked you in despite that.  If you saw Rocket Man you already knew the story of Elton John but the movie grabbed you by the throat and didn't let go even though you knew how it would end.  If you saw Miracle, you already knew that the 1980 USA Olympic Hockey Team defied the odds and beat the Russians to win the Gold medal but they had you immersed despite that.  And if you saw Argo you already knew that the hostages escaped from Iran but you were still on pins and needles hoping they made it out of Iranian airspace.

The presentations to people who know you and your company don't have to be boring and repetitive.  What can you do to transform your presentation so that you achieve the same emotional reactions as those four movies do?  You need to stop taking your presentations for granted, stop sleep walking through them, stop treating them like you're reciting the multiplication tables and infuse some drama, interaction and suspense.

Your other audience is the group that isn't aware of your capabilities.  Most of us who watched Unbroken weren't familiar with the story of Louis Zamperini.  Most of us who watched Hunt for Red October and a Few Good Men weren't even aware that they were true stories!  When presenting to new prospects, people who aren't familiar with you, how can you tell your story in such a way as to get your new prospects to react emotionally in much the same way as you would have reacted after those movies?  "Wow, I'm so glad we saw that - I had no idea!"  Again, infuse some drama, interaction and suspense into your presentations!

The Sales Competency on which salespeople generally score the highest is Presentation Approach - presenting the right concepts to the right people at the right time for the right reasons.  That said, there is still room for improvement.  OMG's average score for all salespeople is 71% but there is less disparity between the top 5% and the bottom 10% than any of the other 21 Sales Core Competencies.  Elite salespeople are "only" 157% better at Presentation Approach than the bottom 10%.  Want to see all 21 Sales Core Competencies, the scoring variances by industry and how you and/or your team measure up?  Click here.

Bonus lesson:  Bohemian Rhapsody has a scene where Freddy Mercury articulates Queen's Positioning Statement. Watch it here.

Topics: Dave Kurlan, sales presentation, dka, Bohemian Rhapsody, rocket man, argo

Win a Free Coaching Call with Dave Kurlan and 4 More Prizes

Posted by Dave Kurlan on Wed, Jun 12, 2019 @ 14:06 PM

contest

By the middle of June each year, we tend to know who the best of the best are.  Super Bowl Champion, NBA Champion, Stanley Cup Winner, Masters Winner, and in baseball, MLB all-stars are being selected.  It's as good a time as any to recognize the best readers of Understanding the Sales Force!

While there are several approaches that can be taken, we will have a competitive, yet winnable contest.

Challenge: Review any 1 or more of the articles that have been published so far this year.   

In the comment section below, enter your best lesson or takeaway from the article(s) you have chosen.  There will be five winners based on the quality of the lessons submitted:

5th place: Complimentary signed copy of Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.   $18.49 value

4th place: Complimentary subscription to the Sales DNA Modifier  $119 value

3rd place: Complimentary subscription to the Baseline Selling self-directed course $795 value

Runner Up: Complimentary subscription to the Baseline Selling Advanced course $795 value

Grand Prize: Complimentary coaching call  with Dave Kurlan $1,000 value

What are you waiting for?  Let's get started!

Image copyright iStock Photos

Topics: Dave Kurlan, Baseline Selling, Sales Coaching, best sales blog, dka

10 Reasons Why Salespeople Hallucinate

Posted by Dave Kurlan on Wed, May 15, 2019 @ 14:05 PM

hallucinate

I was in the basement of our home looking for something when I saw it.  It moved left to right, low, between the stored Christmas trees.  I took another look and this time it moved right to left.  Each time I moved, it moved.  I breathed a sigh of relief when I realized it wasn't a critter but a shadow that I was casting.

I saw something that simply wasn't there.  A figment of my imagination.  You could even call it a hallucination.

Salespeople frequently have hallucinations where they think there is something there, like a great opportunity, and in reality, there isn't anything there.  Not even close.  And then there are the salespeople who don't see an opportunity when there is actually a great one hiding in plain site.

Let's talk about the many reasons that these scenarios occur.

Let's start with my top 10 reasons why salespeople hallucinate an opportunity where there is none:

  1. The prospect seemed to like them and was open
  2. The salesperson did so much talking that they failed to identify whether or not there was a compelling reason to buy
  3. The prospect didn't voice an objection so the salesperson assumed that they were a go
  4. The salesperson failed to differentiate but assumed they were effective
  5. The salesperson failed to thoroughly qualify and assumed that it was all systems go
  6. The sales manager did not inspect the opportunity or coach to the opportunity after it was updated in CRM
  7. The prospect was not comfortable sharing and the salesperson was not comfortable challenging that
  8. The prospect asked for a quote or proposal and the salesperson took that as a buying signal and went into facilitation mode
  9. The salesperson began with a demo and the prospect, who was not the decision maker, thought it was nice to have but not a must have
  10. The salesperson assessed all of the competition, the size of the company, how hard it would be to get the business and decided for the customer that it wasn't worth pursuing.

 If you or your salespeople are guilty of one or more of these selling sins, it's time to take professional selling more seriously.  Salespeople are hired and well paid to have sometimes difficult discovery conversations with sometimes difficult prospects.  Those who retreat to the office to quote are behaving like minimum wage facilitators.  Facilitating is easy while selling is challenging so do your job, push through the uncomfortable stuff and differentiate!

Coach your salespeople through all 10 of these difficult selling scenarios by attending our one-of-a-kind, two-day, Sales Leadership Intensive on June 4-5.  Two days of great training and discussion all oriented towards making you a master of sales coaching.  Visit http://kurlanassociates.com/sales-leadership-event.  As of May 15, 2019, we have 8 seats remaining and they won't last long! 

Image Copyright iStock Photos

Topics: Dave Kurlan, sales tips, sales effectivnes, dka

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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