a 7 step guide to executing a horrible conference call
DESCRIPTION
Recently, our team participated in a product demo. We’ve participated in many product demos in the past, both as customers and as consultants. In this particular case, we participated in order to get an understanding of the product so that we could help a client put it to the best use possible. It was important for us and our client to take the time for the demo. It would only make our partnership stronger. Our client introduced us to the product representative that would be responsible for giving us a brief demo. The meeting was scheduled through a web conference software. If you read the title of this post, it should come as no surprise that our experience was less than stellar. And we want to help as many salespeople avoid these pitfalls as we possibly can (mostly because we cringe when we think about wasted time).TRANSCRIPT
© Sales Engine Inc. salesengine.com
© Sales Engine Inc. salesengine.com
1.
Avoid sending your presentation deck in advance (even if you’re using a web conference software during a live call).
© Sales Engine Inc. salesengine.com
Simple fix?
Send the deck to each and every participant at least 5-10 minutes before the call in anticipation of any technology issues.
© Sales Engine Inc. salesengine.com
2.
Avoid doing 3-4 minutes of research to gain an understanding of each participant’s role.
© Sales Engine Inc. salesengine.com
Simple fix?
Make a 5-minute phone call call to the mutual client and ask a few questions about the demo attendees.
© Sales Engine Inc. salesengine.com
3.
Fail to provide a purpose or benefit at the beginning of the call.
© Sales Engine Inc. salesengine.com
Simple fix?
The most effective way to begin a meeting is to provide a PBC, a purpose-benefit-check.
© Sales Engine Inc. salesengine.com
4.
Make no room for silence in the conversation.
© Sales Engine Inc. salesengine.com
Simple fix?
Take a breather! (It’s tough to talk and talk and talk.) Learn to be comfortable with silence.
© Sales Engine Inc. salesengine.com
5.
Waste 20-30 min of all participants’ time before you actually begin the demo portion of the presentation.
© Sales Engine Inc. salesengine.com
Simple fix?
Give a 2-3 minute ‘history lesson’ to answer the question, “how did we get here?” and MOVE ON!
© Sales Engine Inc. salesengine.com
6. Go through each and every slide just because you’re “supposed to”.
© Sales Engine Inc. salesengine.com
Simple fix?A) For each slide, be sure that you can state a clear point in one sentence and answer the question, “so what?”.
B)Don’t be afraid to step away from your presentation deck. If it isn’t serving the conversation that’s taking shape, ditch it.
© Sales Engine Inc. salesengine.com
7.
Say these words: “People don’t really need to be trained to use this. It just happens intuitively.”
© Sales Engine Inc. salesengine.com
Simple fix?Just don’t say these words. (Just...don’t.)
© Sales Engine Inc. salesengine.com
Additional resource:
Great presenters are also engaging conversationalists.
Download our ebook How to Communicate with Influence: For Sales Leaders and Pros.
www.salesengine.com/blog