Ineffective Sales Calls, Premature Presentations/Demos, and Selling Like Everyone Else Gets You Commoditized

In this installment of the Ugly 8 Reasons WHY SELLERS GET
RELEGATED TO “VENDOR” STATUS & COMMODITIZED series, Mike
challenges you to…


Take a hard look at how you are executing what might be the
most critical aspect of selling – The Sales Call
and whether you are Presenting or Demo-ing
PREMATURELY

Evaluate the potential damage caused by conducting
ineffective sales calls and committing sales malpractice by
presenting before doing proper discovery work

Consider that maybe the reason you don’t stand out
from your competition and get lumped in with everyone
else and commoditized is because you look, dress, sound, and act
like every other salesperson 



We in sales often confuse presenting with selling. “Presenting”
is not a synonym for selling. Most of us typically present too
much and too soon – often way too soon. Just because a prospect
asks us for a demo or to come in and present a capabilities
overview, that doesn’t mean it's the right time to do it or even
the right thing to do.  “Spray and pray” is not an effective
sales methodology and when we present or demo prematurely, it’s
almost impossible to be seen as a trusted advisor or respected
consultant.


After breaking down the common causes of ineffective sales calls,
Mike offers his favorite, simple, powerful way to verbally
set up the meeting, share your agenda, get the customer’s
input and buy-in that not only puts you firmly in
control but also removes the awkward adversarial dynamic where it
feels like we are pitching and the prospect is resisting.


The episode concludes with an entertaining and memorable sales
lesson from Jerry, the kooky kitchen remodel contractor who won
Mike’s business by standing out from the competition. Instead of
playing with graph paper and thumbing through cabinet brochures,
listen to how Jerry differentiated his approach and deployed
excellent discovery work (including cutting a hole in the drywall
without permission) to win over Mike and his wife.


Sales Friends, the bottom line on Episode 18 is this:


LAME + SAME = VENDOR/COMMODITY SELLER


Take a listen for practical tips on how to be bold, break the
mold, and come across like professional problem-solvers,
consultants and value-creators!


Be sure to download the free guide that accompanies  this
series from mikeweinberg.com/ugly8


Mike mentioned a special on the New Sales. Simplified.
Video Coaching Series.  to help you have
breakthrough success in 2022.  Check it out here: 
https://mikeweinberg.com/morenewsales/