Tuesday, July 22, 2014 07:16pm
North Adams, MA now: 82 °   
Send news, tips, press releases and questions to info@iBerkshires.com
The Berkshires online guide to events, news and Berkshire County community information.
SIGN IN | REGISTER NOW   

Home About Archives RSS Feed
Did I Just Say That Out Loud?
By: By Allen Jezouit On: 12:27PM / Saturday July 17, 2010
Important
0
Interesting
0
Funny
0
Awesome
0
Infuriating
0
Ridiculous
0

Every now and then, I will say something completely inappropriate out loud — and on purpose — and then follow it up with, "Did I just say that out loud? That was just supposed to be my inside-my-head voice." It gets some laughs. Maybe not. I like to think it does.

Anyhow, as a salesperson with tons of experience selling high-tech products and services, there is one situation in particular that I frequently find myself in:

"You have no idea what I'm talking about, do you?"

Ever been in a meeting with someone where you are presenting an idea or a concept that you have a really good grasp of and you realize that the decision-maker you are presenting to has no idea what you are talking about? You understand the math of it, the science of it, the language of it, etc., at a high level, and he or she hasn't a clue. Maybe some of the decision-maker's minions who are in the meeting get it, but the guy or gal who will write the check is not feeling warm and fuzzy at the conceptual level, much less at the "how do we implement this" or "why should I buy this" level.

Well, what do you do about it? Do you punt and say to yourself, "This meeting is going to be a total waste. If he or she doesn't get my brilliant presentation, I'm hosed." Or, do you face up to the challenge at hand and try to make the best of the opportunity? As a small-business owner, I know that I can't miss chances with too many decision-makers. If I've worked hard to get myself that meeting, I must make the best of that situation.

What can you do? Well, for starters, don't say something like, "You have no idea what I'm talking about, do you?" Or, act in such a way as if to imply that is the case. Adopt the role of trusted advisor or teacher and earn your customer's trust. You've worked so hard to be in this room with this person for this meeting. A little patience can go a long way. Some things to consider:

• Don't assume that they will make even an obvious connection or draw the right conclusions on their own. Explain everything in great detail. Leave nothing to chance. Connect the dots. If you're going to succeed, you will find yourself saying variations of, "And, that's important because ..." a lot during the course of the meeting.

• Use open-ended questions to figure out the customer's personality quickly. Is he a "numbers guy"? Is she going to be sold with a "3rd party anecdotal story" approach? There are ways to communicate just about any concept with anybody. Don't give up.

• Remember that you are not expert at everything either. Begin a relationship built on mutual respect in that first meeting.

If you're like most entrepreneurs — chief, cook and bottle washer — one of your titles is "salesperson." And, if you've been selling for any number of years, you've probably encountered similar situations. Regardless of how you may have handled it in the past, in the future, recognize the situation for the opportunity that it is and take full advantage. For, truth be told — if you learn to recognize and capitalize on the less-than-optimum opportunities, too, your sales pipeline shall be full.

Let's face it. While total ignorance on the part of a potential buyer of your goods/service/concept would never be confused with an outright "buying signal," it is in fact a "how to sell to me signal" that is being shared with you. Don't miss out! Anyone can sell the lay-downs (or lay-ups, if you prefer). Great salespeople can close anyone. In this economy, if your small business is going to thrive, you need to become a great salesperson.

 



Tags: sales, small business marketing, marketing      
News Headlines
Rivera Has Hopes for Broadway After WTF 'Visit'
Berkshire Museum To Host Smithsonian Spark!Lab
Space Is Top Concern In Picking Pittsfield School Building Project
Adams Selectmen Put Residency Requirement in Administrator Ad
Major Demolition Nearly Complete for North Adams School Project
Nolan Strong, But Post 68 Loses in Legion Final
North Adams Second-Graders Drilled in Emergency Skills
Greylock Donates $5,000 to Northern Berkshire YMCA Sports Camp Program
Kimball Farms Earns Fourth Perfect Survey
WES Appoints Six New Faculty Members


Categories:
Economy (11)
Finance (4)
Marketing (17)
Sales (4)
Archives:
Tags:
Seminar Custom Business Solutions Economy Financials Measure Public Safety Survey Bigcommerce Budget Ecommerce Williamstown Massachusetts Books Entrepreneur Berkshire County Education Security Cash Flow Analysis Berkshire Direct Advertising Election Facebook Civil Liberties Unemployment Marketing Cnbc Sales Nobel Prize Seo Small Business Marketing Social Media Chamber Of Commerce Search Engine Optimization Web Security Deficit
Popular Entries:
JC Penney and "black hat" SEO
Why does "Tea Party" have to equal "Right Wing" or "extremist"?
Holy cow!
Easier and easier
Nobel Prize in Economics Awarded for Theory on Why Unemployment Remains So High
What will the Berkshires look like in 20 or 25 years?
Leadership
Chamber Seminar: Email Marketing
Is anyone else feeling this way?
WE HAVE TO BE BETTER, WE LIVE HERE.
Recent Entries:
Chamber Seminar: Email Marketing
That didn't take long
Holy cow!
JC Penney and "black hat" SEO
Easier and easier
Chamber Seminar on eCommerce
Gotta love 2011 so far!
Mass., NY could lose more seats in Congress
The 12 Days of Holiday Revenue Maximization for Your Online Store
5 New Online Services Perfect for Small Businesses


View All
Pittsfield Polish Picnic
Crowds lined up for golabki and kapusta at the annual...
Second Grader Emergency Drill
The North Adams 21st Century Community Learning Center...
Gather-in Festival 2014
The 42nd annual Gather-In festival was held at Pitt Park in...
BFAIR Mini-Golf Fundraiser
Berkshire Family and Individual Resources held its annual...
Lanesborough Seeds of Harmony...
Bradly Farm in...
Hinsdale Block Party
The Hinsdale Fire Department hosted its annual block party...
Arrowhead Country Craft Fair
Arrowhead, Herman Melville's home in Pittsfield, is hosting...
Pittsfield 3rd Thursday July...
Shakespeare was the theme for this month's 3rd Thursday...
State Little League:...
Pittsfield South defeats Holden, 3-2, in the state...
Live On The Lake Concert
Greylock Band played at Burbank Park on Onota Lake in...
Summer Softball: Force vs....
Berkshire Force beat the Adams Thunder 27-7 at Russell...
Little League: Pittsfield N...
Saturday semi-final between Pittsfield North and Pittsfield...
The Pittsfield Suns
The Pittsfield Suns defeated the Seascoast Mavericks...
Babe Ruth Tourney: Pittsfield...
Pittsield scored nine runs in the first inning and beat...
BYP Networking at Ramblewild
The Berkshire Young Professionals were up in the air on...
Pittsfield South vs North...
Andrew Watkins hit a three-run home run and a double and...
Pittsfield Polish Picnic
Crowds lined up for golabki and kapusta at the annual...
Second Grader Emergency Drill
The North Adams 21st Century Community Learning Center...
Gather-in Festival 2014
The 42nd annual Gather-In festival was held at Pitt Park in...
BFAIR Mini-Golf Fundraiser
Berkshire Family and Individual Resources held its annual...
Lanesborough Seeds of Harmony...
Bradly Farm in...
| Home | A & E | Business | Community News | Dining | Real Estate | Schools | Sports & Outdoors | Berkshires Weather | Weddings
Advertise | Recommend This Page | Help Contact Us | Privacy Policy| User Agreement
iBerkshires.com is owned and operated by: Boxcar Media 102 Main Street, North Adams, MA 01247 -- T. 413-663-3384 F.413-664-4251
© 2000 Boxcar Media LLC - All rights reserved