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How The Best Salespeople Deliver Powerful Pitches That Win New Business
No customer wants to sit through a boring presentation listening to you talk about your company.
Even a seven-billion-dollar industry aerospace giant makes this disastrous mistake.
A few years ago, our sales rep from a large conglomerate came to my office. We were buying roughly $500,0000 worth of aircraft material every year.
We chatted, or “built rapport,” and slowly migrated to the conference room, where he sat his old Dell laptop on the table.
He opened his Powerpoint, which took an eternity to load.
Then, he launched into his pitch.
I learned:
- How much revenue they generated.
- How many locations they had.
- How many OEMs they worked with.
Nothing helped me address my current challenges or taught me something about the future that I should be concerned about and the key ways he would help me overcome them.
Instead, I looked at him and said, “I don’t care about any of this. I’m already buying a half-million dollars a year from you. So how does any of this impact what we’re currently doing?”