Newsflash! We Don’t Want

To See Your Sales Demo!

(But we do want to see this . . . )

As the CEO of FRONTLINE Selling, I speak at and attend numerous

events. I encounter a lot of people, exchange business cards and

connect on LinkedIn.

I receive random calls and emails, primarily from technology vendors who want to sell me their ‘cool’ technology. 

If only they understood what I REALLY want from them...

Let’s dissect a typical sales experience to uncover what executives like myself want…and don’t want from a sales rep.

The CallThis simple prospecting activity is where the majority of sales reps falter.

First things first: Auto-dialers or dialing

services have that unnatural and annoying

delay that red flags a cold call. 

Don’t use them.

Second: Admittedly, I pick up the phone more than most executives.But reps appear genuinely surprised to actually get me on the phone and stumble over their words, clearly unprepared for an executive discussion.

Some don’t even introduce

themselves or the name of their

company (seriously?)

Occasionally, someone does everything right and piques my interest.

When I am approached by a rep that is articulate, competent, effective AND their solution or technology is of interest, I am happy to agree to an appointment.  

What ensues from there is agonizing.

Join meclick here

The AppointmentFirst comes the calendar invite with a link to some screen share like Webex or Gotomeeting. 

(Dead giveaway that I’m in for the dreaded SALES demo…)

Second: Admittedly, I pick up the phone more than most executives.But reps appear genuinely surprised to actually get me on the phone and stumble over their words, clearly unprepared for an executive discussion.

The rep typically begins the web presentation immediately

and often reads the slides verbatim.

Does this convey a high level of comfort with their product knowledge?

Then, here it comes! They launch directly into the product demo, explaining a litany of ‘cool’ features and flashy applications.

When I am actually afforded the opportunity to ask a question (or I stop them

from talking so I can), every question is answered with:

“Let me show you…”

But I don’t want to SEE.

Regardless, they dive into a long-winded product functionality demonstration.

IT’S INFURIATING.

Why?

Because that’s not what I asked for.

{

When I am approached by a rep that is articulate, competent, effective AND their solution or technology is of interest, I am happy to agree to an appointment.  

Sales demos are too often used as a crutch.

Reps believe that if they show you enough features, you’ll eventually see something of value and get excited enough to buy.  

It doesn’t work that way.

{ }

Guess what, Mr. Sales Rep?

I DON’T WANT TO SEE YOUR SALES DEMO!

}

Does this convey a high level of comfort with their product knowledge?

What Executives

WantWe want you to

simply answer our questions, because

we trust you will answer us honestly.

What Executives

WantWe want you to

simply answer our questions, because

we trust you will answer us honestly.

If your product can do what

we are asking,

GREAT.

When I am actually afforded the opportunity to ask a question (or I stop them

from talking so I can), every question is answered with:

“Let me show you…”

But I don’t want to SEE.

If not, just say no.

It doesn’t mean we won’t buy from you—you have no idea if that one feature is a deal breaker or not.

The Real Blueprint for SuccessIt’s simple:

Take the time to understand our business problem and present a solution. {

Executives want sales people to help them solve problems—period. 

We will spend time with you if you are sincere and genuinely interested in understanding our

business and sharing how your product/service can help.{ }

I DON’T WANT TO SEE YOUR SALES DEMO!

} The Bottom LineDoes the appointment described here resemble a demonstration you have given?

What Executives

WantWe want you to

simply answer our questions, because

we trust you will answer us honestly.

If so, rethink your approach and concentrate on

offering true value to your prospects.

What Executives

WantWe want you to

simply answer our questions, because

we trust you will answer us honestly.

Be CuriousWhen you’re being curious, you cannot be arrogant, and this allows you to focus on uncovering your prospect’s business problem—which is why they are talking to you in the first place.

SHOW US YOUR SOLUTION! SHOW US YOUR SOLUTION! SHOW US YOUR SOLUTION!

{SHOW US YOUR SOLUTION! SHOW US YOUR SOLUTION! SHOW US YOUR SOLUTION!

Staccato is a Comprehensive Sales Solution with a

prospecting methodology created from a study of 2 Million outreach efforts.

It’s the most effective way to engage your B2B buyers -- Guaranteed.