Translated by William Boletta
You're looking forward to your next customer appointment. Perfectly prepared you'll get ready for your presentation and for the joint development of the optimal solution for your customer. But then you fall into one of the possible pitfalls.
But no worry. We will introduce you to 13 of the most common Visual Selling® pitfalls and show you how to master them professionally and with skill. Today you read part two of the series.
5. Room change: There is no projector, flipchart, or whiteboard available
Occasionally, you may need to deal with a room that doesn’t even have a projector, flipchart, or whiteboard. This will make a presentation quite difficult.
Ask for a larger display, which many companies might have available. Or use the monitor on the desk. You can connect your tablet to it using an adapter. Then, you can guide your customers through the meeting visually. But if even a monitor is not available, you can seat the participants in such a way that they will be able to see your tablet. Ask the participants to sit around you. This will only work in very small discussion groups with a maximum of 3 people.
In this situation, be sure to show the visualization over again several times so that everyone can see it and can then share their thoughts. This type of presentation can be difficult, but in a situation like that, it is probably the best solution. And sometimes it can create even more closeness and better rapport.
6. You don’t know who the decision-makers in the room are
Your meeting starts. Gradually, the participants enter the room. But which one of them will make the decisions?
You take a look at everybody. Just from the way they look, you think that only one person could be right for this role. But is that really true? If you only focus on someone who may not be a decision-maker, you might lose the rest of the participants. This means that you have lost the deal from the very start.
Therefore: Always be sure to include everybody who is present in the conversation by asking active questions using the Discovery Punch model. Treat everybody as if they are decision-makers. Facilitate dialog.
People will often be invited to the meeting even if they don’t play a decisive role but might be giving influential advice, so be sure to should treat all the participants on an equal footing. At the end of the meeting, talk openly again about the decision-making process and inquire about who is involved. Add these to the ‘Next Steps’ section of your visualization in the Visual Selling® Discovery Spiral. This will make it clear who should get which document and when. Because of your Live Visualization, you can work transparently and get direct feedback and agreement from the participants.
7. Your customer expects a small sales presentation
Many customers want to save time. That is understandable. But don’t be tempted to make a fast pitch. If you do, you really won’t have much of a chance to help your customers out and guide them to the best solution. Get into the driver’s seat right from the start.
Explain to your customers how much more time they will be able to save with a visual discovery meeting and how they can speed up the selection process. Mainly because you will be assisting them directly to focus on their needs and find just the right solution.
Many classic sales pitch tactics push the customer to decide which providers to use without really knowing very much about how they work. Not being able to compare various options will force them to go for the least expensive alternative. But is this the right way to achieve target goals? Under certain circumstances, in fact most of the time, customers discover during the course of a project that the solution is not working after all. So, they have to start from square one with the selection process.
This approach means that projects have to be started all over again from scratch. Needless to say, that is time-consuming and expensive So during your sales dialogue, concentrate on the immediate challenges and the appropriate solution. The live visualization approach will lead you as well as your customers to discover the real issues involved quickly and effortlessly. This means that pricing considerations will take a back seat. Your customers will definitely be more satisfied and will feel much better about everything.
8. You are not listening closely enough
As you know, good listening is the be-all and end-all of every sales conversation. But still, you’re only human. And so sometime this will happen: You didn’t quite catch everything, or you misunderstood something.
Fortunately for you, you have your visualization. Because with this, the progression of the conversation will understandable. Your customers will see that you are not illustrating an important point or are using different images than the ones they had in mind. With live visualization, this will immediately become apparent and can then be addressed.
If your dialogue partners are still holding back a little and are not forthcoming, you can simply ask if everything is meeting their expectations. Then, you can adjust the visualization or re-arrange the elements. In the end, both you and your customers will have a clear picture and a solid mutual understanding of the issues and the existing customer situation. With this much now established, you will be able to find the ideal solution for your customers.
These were additional four of the 13 most common Visual Selling® pitfalls. The next blog article will continue.
Do you know any additional pitfalls or do you have other solution ideas? Then write in the comment!