This comes from my recent coaching session with a group of sales managers of a sizeable company.
My client was preparing for their presentation to their prospect’s senior management team. As the deal size is significant, they hired me for a coaching session to provide my insight to see if there is anything else that can be improved.
Their lead presenter is a 17 years sales veteran, let’s call him John (not his real name). I sat down and started taking notes. John started his presentation and I’m impressed. They crafted a great presentation based on the model I shared with them at Sales Ninja Hypnotic Presentation (a group ‘sales’ presentation training).
Here are some of his best practices:
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Shorten company introduction and focused on client’s issues.
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Brought up serious issues the client is experiencing.
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Intensified affected areas if the issue persisted and not resolved.
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Recommended solutions to tackle issues.
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Good use of storytelling and metaphors to explain their technical details.
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Voice, tonality, and gestures were great.
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Plus a few more…
But when John reaches the Closing stage, he made a terrible… horrible… mistake. I told him that, he listened and he was *shocked* at his mistake.
There are 2 parts to Hypnotic Presentation:
1 – Structure.
2 – Delivery.
In Structure there are 8 parts:
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Opening
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Agenda
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Needs Check
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Body
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Summary
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Q&A
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Closing
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Follow-up
In the closing stage, John said this “Well thank you for having us here, we can definitely help you Y (benefit). I hope you give us a chance and do call us after you’ve made a decision.”
I recommended John to close it this way… “Well thank you for having us here, we can definitely help you Y (benefit). After looking at our recommendations, do you see a possibility of us working together?”
Bang! John was stunned. In his own words… “I can’t believe I didn’t ask for the order. We spent so much time designing the pitch we totally missed out on the selling process. Luckily you saw that.”
Do you see the difference between version 1 and version 2?
What is closing? My saying…
“Closing is asking for the order.
If you didn’t ask for the order, you didn’t close.”
~ Hanzo Ng, Sales Ninja Grandmaster
So remember to Close the sale and ask for the order. John also made 2 other presentation mistakes. I may or may not share them in the future. After all, they did pay me $1500 for the 2-hour coaching.
Wishing you more sales… with less effort!
Unconventionally,
HANZO NG
Sales Ninja Grandmaster
// 17 Years Sales Veteran Shocked At His 3 Presentation Mistakes!
// Hanzo Ng, Sales Ninja Grandmaster
Hanzo Ng is Sales Ninja Grandmaster, lingo for Chief Trainer of Sales Ninja Training, Asia’s #1 Unconventional Sales Training. Sales Ninja Training specializes in helping small-medium, listed and global companies transform their salespeople into the ultimate sales professional known as Sales Ninja. For more information on our sales, motivation, and leadership training, visit our website.
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