If a prospect smells BS coming from a rep during a demo or sales presentation, the deal’s already dead. Every buyer has an internal BS radar. The bigger the ACV, the more fine-tuned their radar. The second it’s triggered, the chances of closing the sale are obliterated.
If your team is puffing out their chests and selling in a way that isn’t true to themselves, prospects are going to spot their routine and shut down. To connect with buyers, salespeople need to develop their own unique selling style that’s true to themselves. We’ve all listened to a new account executive struggle through a sales presentation. It’s awkward for everyone involved. On the flip side, when you hear someone speak authentically, with conviction and authority, you want to trust them immediately. They may be pitching you, but it doesn’t feel like you are being sold.
Check out this presentation from Gary Vaynerchuk:
He’s fast talking, pulls no punches, jumps around from topic to topic — and is as authentic as can be. When you listen to him present, there’s no doubt that he’s the real deal. No veneer, no polish – just a person speaking his mind and educating you about what he believes. But… if that new AE on your team tried to talk to a prospect like that, would it work for them?
That AE would come off scatterbrained, pushy and over the top. Gary’s presentation style works for Gary because IT IS Gary. So why do sales reps do this? Why do they pretend to be something they’re not when they’re presenting to a potential buyer?
One word: Rejection.
AEs are required to put themselves out there every day. Sometimes they’re able to win the sale, but more often than not they get rejected. It hurts to be told no. It’s hard to tell your manager that you’re way below quota and are not having any luck with your new leads. It’s humiliating to look up at the sales leaderboard and see your name at the bottom.
[Read more…] about Authentic Sales Presentations: How Your Team Can Win More By Being Themselves