Alright team, here's a fresh one out of the oven.
Short thread, but by the end of it you will do a facepalm on behalf of that guy!
I've just jumped off a sales call with a company that automates collection of reviews for businesses.
The business owner was on the call himself and has totally rushed through the sales presentation, talking fast and factual.
He covered every aspect of the offer there was, sounding smart and proud of his solution (which is quite cool, looking at it from my dev background).
There was little time for my questions, and most of that time he was still talking.
At slide 8 I was still trying to remember what question I wanted to ask at slide 3.
All the facts and figures became a blur.
Needless to say, I wasn't convinced.
Why?
Because my "biggest domino" wasn't tipped over.
He talked so fast and with such confidence that there wasn't enough time for me to pause, think, and reveal to him (and myself) my biggest concern.
After the call I pinpointed it - their service was not effective at our scale because we had only a couple of customers per week and they were charging a flat monthly fee, not a per-review fee.
In other words, if 1 out of 10 people leave a review, we would get more reviews from 1000 past customers than from 10, at the same cost per month.
What he could have said instead is "Since you don't have many orders right now, even if we get one review per month, will it be worth $X (their monthly fee) for your business?" and the answer would have likely been "yes".
And then he could have added "Plus, it will get cheaper as you get more customers because your per-review cost will reduce".
If that point was addressed, the whole offer would have made sense to me straight away, and all the other facts would have been enhancing, not distracting.
There you have it - a good reminder to always ask questions and address your customer's concerns first, instead of cramming every possible fact about your offer into the presentation and trying to rush through it before the next call.
Did you have something similar happen to you? What was your most cringe sales pitch experience?
Short thread, but by the end of it you will do a facepalm on behalf of that guy!
I've just jumped off a sales call with a company that automates collection of reviews for businesses.
The business owner was on the call himself and has totally rushed through the sales presentation, talking fast and factual.
He covered every aspect of the offer there was, sounding smart and proud of his solution (which is quite cool, looking at it from my dev background).
There was little time for my questions, and most of that time he was still talking.
At slide 8 I was still trying to remember what question I wanted to ask at slide 3.
All the facts and figures became a blur.
Needless to say, I wasn't convinced.
Why?
Because my "biggest domino" wasn't tipped over.
He talked so fast and with such confidence that there wasn't enough time for me to pause, think, and reveal to him (and myself) my biggest concern.
After the call I pinpointed it - their service was not effective at our scale because we had only a couple of customers per week and they were charging a flat monthly fee, not a per-review fee.
In other words, if 1 out of 10 people leave a review, we would get more reviews from 1000 past customers than from 10, at the same cost per month.
What he could have said instead is "Since you don't have many orders right now, even if we get one review per month, will it be worth $X (their monthly fee) for your business?" and the answer would have likely been "yes".
And then he could have added "Plus, it will get cheaper as you get more customers because your per-review cost will reduce".
If that point was addressed, the whole offer would have made sense to me straight away, and all the other facts would have been enhancing, not distracting.
There you have it - a good reminder to always ask questions and address your customer's concerns first, instead of cramming every possible fact about your offer into the presentation and trying to rush through it before the next call.
Did you have something similar happen to you? What was your most cringe sales pitch experience?
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