In This Video:
I'm going to bring some of the biggest obstacles I see to light and let you know two ways you can take control of them.
Do you commonly come across any of the following obstacles?
- people in the audience who are in favor of another product or another vendor. They may ask us - questions that make us look bad, trying to trip us up.
- a person in the audience will ask what I call PITA (pain in the ass) questions.
- the software, the product, the solution can't meet their requirements and can't meet their objectives and we get caught off guard or caught by surprise.
- new people showing up to the meeting that we didn't expect and they have a different set of requirements or objectives that we weren't prepared for.
- we don't click with the audience or the prospects.
- the demo misses the mark.
- the chemistry isn't right in the room.
- we have technical difficulties and it fails at the worst possible time.
Questions to Ask Yourself About Your Obstacles:
1. What are my biggest obstacles?
2. What obstacles show up again and again?
3. Are these obstacles that are keeping me from the technical win within my control?
4. What am I doing to prepare myself for the obstacles?
5. Who can I ask or where can I go to learn about a particular obstacle and how to prepare for or overcome it?
Call to Action/What to Do Next Week:
There are going to be obstacles between where we start a sales conversation or demo and the goal which is to get the technical win. I believe that most of the obstacles that we'll encounter are within our control.
1. Take a moment in this next week and think through some of the obstacles that you bump into in the course of a demo.
2. Consider which ones do you potentially have more control over than with that, think what can you do from a proactive stance to mitigate the risks of those obstacles in the first place and better handle them in real time.
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Remember: People buy from people and the most effective sales engineers routinely develop healthy habits to consistently deliver winning demonstrations. See you next week!
See you next week!