I'm delighted to introduce you to business partner Adam Zais, VP Business Development at professional video hosting and analytics company Wistia, who related this story in a recent conversation and I asked him to write it down.
Actually Adam wrote this one down and quite a few more in a collection of sales stories and what we can learn from them....and we plan to publish them in a book next year.
3 min read
The Newton Klotz Story (An amazing sales story & what you can learn)
Topics: sales qualification discovery rapport
2 min read
Put the Clicker down and Step Away from the Powerpoint Projector
Sounds like a line from a familiar TV show, except it would be "put the gun down and step away from the ....."
The best advice I can give to sales professionals whether starting out or with 20 years experience, is to put the clicker down and step away from the PowerPoint projector.
There may be a time toward the end of the sales cycle when the buyer actually wants to see a presentation of your proposed solution... then it's OK to present. If you want to use Powerpoint, then please use the resources for creating engaging PowerPoint presentations....otherwise I recommend that you learn to use a whiteboard to tell your story.
The best advice I can give to sales professionals whether starting out or with 20 years experience, is to put the clicker down and step away from the PowerPoint projector.
There may be a time toward the end of the sales cycle when the buyer actually wants to see a presentation of your proposed solution... then it's OK to present. If you want to use Powerpoint, then please use the resources for creating engaging PowerPoint presentations....otherwise I recommend that you learn to use a whiteboard to tell your story.
