Critical Strategy For MSP Sales Success: Negative Preparation
From sales expert Jack Daly: there’s hardly anything that goes on in a sales call that couldn’t be anticipated before one’s arrival. I would modify that slightly: there’s hardly anything NEGATIVE that goes on in a sales call that couldn’t be anticipated and PLANNED FOR before one’s arrival.
A couple of years ago at the Chicago Roadshow, mid-morning the first day, the power went out. Supposedly a squirrel met his untimely doom with a transformer.
No lights, no microphone, no air conditioning and no projector. I was onstage at the time and paused only for a minute to make a funny comment about the power being off, but then kept right on speaking. Many commented how impressed they were with my composure. One even railed on Facebook that all women entrepreneurs and feminists ought to take note of “how it’s done!” I found all of this funny.
There was only one reason I was able to go on with the show: NEGATIVE PREPARATION.
I had this same situation happen at one other event years ago and was woefully unprepared for it. It cost me dearly in sales because I was so dependent upon that PowerPoint that I was barely able to continue going. The room became swelteringly hot and I lost my voice – but I learned. Read full article and comment →