by Tim Roberts
Why give a sales presentation if the votes aren’t there?
Consider the role of “Whip” In the United States House of Representatives. The principle task of a party whip, is to keep track of the number of votes for and against a piece of legislation. The role the Whip has, similar to sales, is forecasting. The difference is they’re not playing around, they’re not making up a rounded-off number or grabbing a guess from midair. In a close-call vote, the Speaker needs to know, with certainty, how their members intend to vote.
Consider, too, the presentations you or your organization give for prospective new customers. Typically, in enterprise selling a committee is involved. There is a cast of characters. Like our congressional representatives, committee members have different needs, different constituencies and different agendas. Some are less affected than others and still there are those who only listen for the bottom line. Your mission, like the Whip’s, is to find out how they intend to cast their preference, or vote – with certainty - BEFORE you give the presentation.
Unfortunately, too many salespeople are giving presentations without a full understanding of the pulse. The question is: Why not? We’re certain you want to know…and know beforehand…so why don’t you ask? Is it because mom told you long ago not to be pushy or act like an aggressive used car salesman? Is it because you don’t have equal business stature and are caught in the subservient position of playing by the buyer’s rules? Or is it simply because you haven’t planned a strategy?
Not gaining clarity on the outcome sadly places you in the unpaid consulting business or worse, a member of the Winging-it Society. Of course, we’ll keep it our little secret and not let the owner of your company know but you really should tell your spouse. It’s only fair that they know their goals and life plans are in jeopardy.
At Sandler Training, Trustpointe we teach our clients how to count votes before giving a presentation. To learn more about whipping action, cast members and mom’s passed down scripts, call Tim Roberts at 317.845.0041 or tim.roberts@sandler.com.
Whip it, whip it good!
