Reboot Ride-Along #12: Do Not Watch This – Media Executives Only
For 22-weeks we’ve been working together to Reboot our media sales career. We’ve addressed the temptation to overpitch and the opportunity to take shorter meetings. We’ve looked at some clever [...]
Reboot Sales Tip #10: Keep the prospect inspired as soon as you leave the pitch.
Your pitch isn’t over when you leave. Any salesperson worth their salt knows this, but what are you doing to keep your prospect inspired? What are you doing to make [...]
Reboot Sales Tip #9: Pitch with unbridled enthusiasm.
How can you expect prospects to be excited about your pitch if you don’t seem excited about your pitch? Pitching with great enthusiasm is one of the easiest things you [...]
Reboot Sales Tip #7: Make assumptions. Assume you know exactly what your client is trying to do — and sell more.
Sure, solution-selling is easier than crafting a pitch. We show-up, ask a bunch of questions, and come back with a proposal designed to address the prospect’s needs. But put yourself [...]
Reboot Sales Tip #6: Remove all the slides about you and your organization before the pitch.
Earn the right to talk about yourself and your organization at your sales meetings. Instead of wasting valuable pitch time talking about who you are, what you do, who you [...]
Reboot Sales Tip #5: Consume your prospect’s content. All of it. Before you pitch anything.
If you’re walking into a prospect’s office today before you’ve consumed all of their content (or as much of it as you can stomach), you’re missing the single largest opportunity [...]
Reboot Sales Tip #4: Stop scheduling 1-hour pitch meetings. Schedule 30-minute meetings & only use 20.
Your pitch meetings are too long. Remember, all you need to do is persuade your prospect to say yes to one thing at a time. (I call this the YESsence.) [...]
Reboot Sales Tip #3: Build anticipation for your pitch meeting.
What are you doing to raise anticipation for the sales calls you have tomorrow? What can you do to increase their enthusiasm for the products and services you plan to [...]
Reboot Sales Tip #2: Cut 70% of your presentation.
Our presentations are full of stuff we don’t need. Before you head out on your next sales call cut 70% of your presentation. Seriously. Focus entirely on the 30% of [...]
Reboot Sales Tip #1: Stop creating presentations. Start crafting a pitch. (There’s a big difference.)
Instead of putting together a presentation for your next sales call, craft a pitch. A pitch is specifically designed to persuade someone of something. In our case, we’re trying to [...]