I’m in a meeting today at a Fortune 500 company that I’ve been selling to for about 6 months now. My key contacts have asked me in to present to all the Very Important Executives who help make the buying decision.
My contact is GREAT she’s got everyone there – the VP of This, the Head of That, and the Boss of All of Them (BOAT). Sounds like a great set-up, right?
Except my job is to make my contact look like a ROCK STAR, address all of the angles that everyone is looking from, AND keep it on time.
Still, not a problem really, but about 5 minutes in, it is clear that BOAT has other things on his mind, and he’s doing his best to not fall asleep, the dear. Oh, and the Head of That is 40 minutes late but wants to cover everything.
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It was crazy…but I decided to have some fun with it…here’s what I did
I used BOAT’s name from time to time
Instead of pretending that he wasn’t interested, I used BOAT’s name from time to time in the examples I was giving, this kept him awake, and amused, and even interested (you must do this gracefully and appropriately and not single him out.) Pretty soon HE was asking great questions. Once I even CRACKED HIM UP
I asked each person what they wanted to learn from our meeting
That way, I could keep it HIGH LEVEL and on point and everyone knew where we were going.
I graciously welcomed the Head of That when she walked in the room, but kept on point
Once BOAT even started answering her questions.
I respected everyone’s time
I stayed late with Head of That, but made sure that VP of This and BOAT had everything they needed by 5 minutes before the hour, so that they could cut out for their next thing
I made every word count
I did not give an unnecessary stories or expansions on my answers. Straight, to the point and I gave every word energy with an intent to communicate
I was flexible with my presentation
Of course, I have a way that I normally show my product, but I followed their lead. If they asked about something, I went right there and I kept it all on point. (You have to KNOW your product INSIDE OUT to do this)
I loved ’em ALL UP!
I took them all JUST THE WAY THEY WERE and made sure they all won and got to be great.
AND my contact looked like a ROCK STAR. She was so grateful.
So, if you get in a jam, SWING OUT, have some fun and
Love ’em UP!
The Irreverent Sales Girl