Going to meet a client for a presentation and wondering -What am I going to say when I see the client? Your sales storytelling is focussed on what you want to say.
Move the spotlight to your client from yourself and think – WHAT ARE THEY GOING TO SAY?
Abraham Lincoln once said,
“When I’m getting ready to reason with a man, I spend one-third of my time thinking about myself and what I am going to say — and two-thirds thinking about him and what he is going to say.”
Your preparation can begin like this
Things running through my client’s mind are
The price is too high
This is no different to what I am getting from X
I don’t think this really addresses what I need
I had 2 very simple way of addressing these questions even before asked
1) I would use sentences like
I am sure you are wondering does this really address what I want
You may think this is exactly like the company X
Another client of ours once asked why is the price so high?
and then use stories to overcome these objections.
2) In one of my sales presentations to a Pharmaceutical Company the audience ( 15 senior management ) were a quiet group and there were no questions arising from them
So, at the end of the presentation I said, ” I am sure you have some burning questions, let me anticipate and answer”
I started answering objections I thought they had and this led to a great discussion in the room. On my way back to the office after the presentation I got a call from my contact and he said, ” You have won the pitch, that Q&A was great”.
Why did I anticipate and answer questions ?
Because listening is a hard task and asking questions even harder. So, your audience mostly prefer not to ask questions. But if you engage them with what you know is going on their mind, you overcome objections, have a conversation and catalyse trusted partnership via sales storytelling that matters.
"I attended your story telling course some time back. And I've enjoyed keeping up my knowledge with your blog. You may not have realised however, that the Whole of Government is implementing Internet Seperation. Hence I'm not able to access the links to read your articles. Could I suggest including a QR code in your emails so that I can use my mobile to scan it and gain immediate access to the article? It would be most helpful"