Comments on: Splashing the Vessel http://www.huntingbigsales.com/2008/10/13/splashing-the-vessel/ Mon, 10 Oct 2011 13:49:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Eli Everhart http://www.huntingbigsales.com/2008/10/13/splashing-the-vessel/comment-page-1/#comment-3491 Eli Everhart Mon, 20 Oct 2008 02:15:05 +0000 http://huntingforwhales.com/?p=253#comment-3491 Great point John. Understanding, and keeping in mind throughout the whole sales process-what the client's exact objectives and perspectives are-helps to keep everyone focused on the correct path to MUTUAL success. I believe this is how partnerships are forged and relationships strengthened. Great point John. Understanding, and keeping in mind throughout the whole sales process-what the client’s exact objectives and perspectives are-helps to keep everyone focused on the correct path to MUTUAL success.

I believe this is how partnerships are forged and relationships strengthened.

]]> By: John Harrison http://www.huntingbigsales.com/2008/10/13/splashing-the-vessel/comment-page-1/#comment-3490 John Harrison Fri, 17 Oct 2008 20:02:49 +0000 http://huntingforwhales.com/?p=253#comment-3490 Another one I have suggested to my teams is to understand the Objective of the Meeting, and by that I don't mean OUR objective. What is the client/prospect's objective. Most sales people can't asnwer the second question, so I encourage them to go find out before we prepare anything. Another one I have suggested to my teams is to understand the Objective of the Meeting, and by that I don’t mean OUR objective. What is the client/prospect’s objective. Most sales people can’t asnwer the second question, so I encourage them to go find out before we prepare anything.

]]> By: Eli Everhart http://www.huntingbigsales.com/2008/10/13/splashing-the-vessel/comment-page-1/#comment-3489 Eli Everhart Thu, 16 Oct 2008 23:49:03 +0000 http://huntingforwhales.com/?p=253#comment-3489 Great points Tom. Concerning "One Voice on issue" Personally, I like the idea of each presenting team member having an assigned field of expertise to speak to, or to be prepared to respond to. I would imagine this component alone, is quite effective in reducing the amount of "piling on" that takes place in a sales discussion. Bonus: You're also effectively and naturally (sans boasting) illustrating the depth of knowledge present at the table. On your second comment, I have been in presentations where I later discovered a representative of the incumbent was present. Likewise, I have been part of discussions where I was representing the unannounced incumbent. Great points Tom.

Concerning “One Voice on issue” Personally, I like the idea of each presenting team member having an assigned field of expertise to speak to, or to be prepared to respond to. I would imagine this component alone, is quite effective in reducing the amount of “piling on” that takes place in a sales discussion.
Bonus: You’re also effectively and naturally (sans boasting) illustrating the depth of knowledge present at the table.

On your second comment, I have been in presentations where I later discovered a representative of the incumbent was present. Likewise, I have been part of discussions where I was representing the unannounced incumbent.

]]> By: Jennifer Palus http://www.huntingbigsales.com/2008/10/13/splashing-the-vessel/comment-page-1/#comment-3488 Jennifer Palus Tue, 14 Oct 2008 02:07:37 +0000 http://huntingforwhales.com/?p=253#comment-3488 Great ideas and strategies. I would add that preparing the DECK is not the same as preparing the PITCH...and if you start with a deck rather than a concept, you are going to be playing catch-up the whole time. Resist the urge to whip open PowerPoint when you get that big appointment. Instead, whip open a marker and go to a whiteboard with your team...figure out what you want to convey and why. Great ideas and strategies.
I would add that preparing the DECK is not the same as preparing the PITCH…and if you start with a deck rather than a concept, you are going to be playing catch-up the whole time.

Resist the urge to whip open PowerPoint when you get that big appointment. Instead, whip open a marker and go to a whiteboard with your team…figure out what you want to convey and why.

]]> By: Tim Searcy http://www.huntingbigsales.com/2008/10/13/splashing-the-vessel/comment-page-1/#comment-3487 Tim Searcy Mon, 13 Oct 2008 18:52:10 +0000 http://huntingforwhales.com/?p=253#comment-3487 As strange as it sounds, ask who is going to be in the room in advance of the pitch, and for anyone you have not met, ask the simple question, "Why is ____________ coming?" or "Why did you ask _______________ to attend?" You will be surprised the number of times the true buyer is attending or the person with the greatest loyalty to the current provider is being asked to attend, and you don't know their role. You only learn what you ask to know. As strange as it sounds, ask who is going to be in the room in advance of the pitch, and for anyone you have not met, ask the simple question, “Why is ____________ coming?” or “Why did you ask _______________ to attend?” You will be surprised the number of times the true buyer is attending or the person with the greatest loyalty to the current provider is being asked to attend, and you don’t know their role. You only learn what you ask to know.

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