Turning a discovery sales call into a presentation is like picking a scab – nothing good is likely to from it, but it’s too tempting for most salespeople to pass up, says Mike Weinberg, author of “New Sales Simplified.”
“Yes, we need to bring value to sales calls and be prepared to share insights with customers (prospects). But bringing value and sharing insights doesn’t mean that we toss proper sales call structure out the window,” Weinberg says in a blog post (NewSalesCoach.com). “Most salespeople talk too much and present too soon. And because of that bad things happen.”
Discovery must precede presenting. Few argue that point, yet few seem willing to do it. “Not only don’t we learn what we need to, but we communicate to the prospect that we know what’s best for them without having to listen. We come across as arrogant. Pitching creates cynics and critics. It’s impossible to be perceived as a value-creator, trusted advisor or consultant when you present prematurely,” Weinberg states.
Leaping to the pitch causes buyers to raise their defense shields. “Let your discovery sales calls/conversations be just that – discovery sessions dominated by dialogue. Leave the projector or your thumb drive with slides at home,” he says. “You will not only learn a lot more about the prospect, but you’ll be much more effective when you do present – at the proper time.”
