WEBVTT
00:00:05.679 --> 00:00:07.679
Welcome to the Simply Sell Podcast.
00:00:07.759 --> 00:00:15.759
This is Brian Buckaloo and I wanted to talk today about the topic of presentations, sales presentations.
00:00:16.320 --> 00:00:22.320
What I want to really get to is let's change our mindset as it pertains to sales presentations.
00:00:22.480 --> 00:00:28.160
Let's stop presenting and start selling to get caring from the buyer.
00:00:28.239 --> 00:00:29.039
It's that simple.
00:00:29.199 --> 00:00:31.120
We are on the Simply Sell podcast.
00:00:31.199 --> 00:00:33.600
So if we can make things simple, that's what we're trying to do.
00:00:33.759 --> 00:00:35.200
I am a big movie guy.
00:00:35.359 --> 00:00:36.399
I like movies.
00:00:36.640 --> 00:00:39.520
I enjoy watching them when I'm on a plane, when I'm traveling.
00:00:39.759 --> 00:00:47.200
One movie I keep in my collection is one of my all-time favorites, is A Bronx Tale with Charles Pominteri and Robert De Niro.
00:00:47.439 --> 00:00:48.960
Not sure if you've seen it, but it's a great movie.
00:00:49.039 --> 00:00:53.359
There's some mentorship in it, and there's a lot of little bit of mobster stuff in it, but it's a great movie.
00:00:53.439 --> 00:01:02.240
And there's a line that is said by Chaz's character, Sonny, used throughout the movie where he says in this really New York accent, nobody cares.
00:01:02.399 --> 00:01:04.079
That's my best impression of that.
00:01:04.239 --> 00:01:05.760
So go with me on that.
00:01:06.000 --> 00:01:12.480
I believe we can apply this nobody cares to sales as we're making our sales presentations to buyers.
00:01:12.719 --> 00:01:16.799
Because buyers don't care about what your value prop is.
00:01:16.959 --> 00:01:18.959
They don't care about your company culture.
00:01:19.120 --> 00:01:21.840
They don't care about your processes and procedures.
00:01:22.079 --> 00:01:24.239
They don't care about your certifications.
00:01:24.480 --> 00:01:26.719
They really don't care about your services.
00:01:26.879 --> 00:01:30.719
They don't care about what products, what your products can do.
00:01:30.959 --> 00:01:33.519
Buyers don't care how long you've been in business.
00:01:33.599 --> 00:01:36.239
They don't care about your experience as a sales rep.
00:01:36.480 --> 00:01:38.560
And they don't care about your presentation.
00:01:38.879 --> 00:01:45.200
They only care about your presentation if there's something in there that positively impacts them.
00:01:45.439 --> 00:01:50.079
So when we're putting together presentations, we all get fired up in this dramatic way.
00:01:50.239 --> 00:01:57.599
We envision us having this great sales presentation and we get caught up in the features and benefits of what we're presenting.
00:01:57.680 --> 00:02:00.319
And notice that I'm using the word presenting and not selling.
00:02:00.480 --> 00:02:04.079
So as Sonny from the Bronx tale says, nobody cares.
00:02:04.239 --> 00:02:11.599
If the buyer doesn't care about your features and benefits that you're presenting, then why the hell are you even presenting them?
00:02:11.759 --> 00:02:14.159
Why would you present something that they don't even care about?
00:02:14.400 --> 00:02:20.400
So the minute that the buyer stops caring about what you're saying is when the meeting is over.
00:02:20.479 --> 00:02:23.360
You've lost them before the game has even begun.
00:02:23.680 --> 00:02:25.120
And let me tell you something.
00:02:25.360 --> 00:02:30.719
When it comes to presentations, product managers present and salespeople sell.
00:02:30.879 --> 00:02:32.159
It's two different things.
00:02:32.479 --> 00:02:39.439
Salespeople that are successful ask the questions, come up with the solution, and then communicate in a way that resonates with the buyer.
00:02:39.680 --> 00:02:48.639
The minute the buyer, again, starts caring, now this is when they start caring, is when your feature or benefit actually helps them.
00:02:48.879 --> 00:02:51.919
The buyer wants to always know what is in it for them.
00:02:52.159 --> 00:02:55.680
So with that being said, that's when they care.
00:02:56.000 --> 00:03:01.520
And the easiest way to get them to care is to ask the right questions.
00:03:01.759 --> 00:03:05.759
That's the easiest way for them to understand that you really care.
00:03:05.919 --> 00:03:10.800
And the buyer realistically or really is dying to tell you about their struggles.
00:03:10.879 --> 00:03:20.080
But if you're busy presenting things that they don't care about, like your value proposition or your process and procedures, then they can't tell you about their problems.
00:03:20.240 --> 00:03:22.080
And everyone likes to talk about their problems.
00:03:22.240 --> 00:03:24.400
Tell me somebody who doesn't like to talk about their problems.
00:03:24.479 --> 00:03:27.680
I talk about my problems and people I work with talk about their problems.
00:03:27.840 --> 00:03:31.039
People I talk to on a daily basis like to talk about their problems.
00:03:31.199 --> 00:03:37.520
So here's two great questions to let the buyer know you care and to get them to talk about their problems.
00:03:37.599 --> 00:03:40.479
Because if they talk about their problems, you're in a position to solve them.
00:03:40.639 --> 00:03:47.039
So the first question is what are you not getting right now that you want to have from your supply base?
00:03:47.199 --> 00:03:49.599
What is the one thing that you wish you had?
00:03:49.759 --> 00:03:53.120
If you ask that to a buyer, they're going to spill the beans and tell you.
00:03:53.280 --> 00:03:56.800
Now, if they come back with some crazy answer like, oh, I wish I had a better price.
00:03:56.960 --> 00:04:03.599
Well, everybody wants a better price, but you know, price is one thing, it's one thing, but it's not everything.
00:04:03.840 --> 00:04:09.199
Get them to start talking about the things that are really what they would like to have.
00:04:09.360 --> 00:04:11.759
So once you ask that question, just shut up.
00:04:11.919 --> 00:04:16.800
It's amazing what will be said after you ask that question and then just shut up.
00:04:17.040 --> 00:04:22.319
Second question What are you getting from your supply base now that's working best?
00:04:22.879 --> 00:04:25.600
Again, after you ask that question, shut up.
00:04:25.680 --> 00:04:32.319
They're gonna be pounding their chest about what they what they get that's best because probably it's their idea.
00:04:32.560 --> 00:04:34.000
So they implemented it.
00:04:34.160 --> 00:04:36.959
So they're gonna be pounding their chest about how great it is.
00:04:37.199 --> 00:04:42.240
And you may be saying, well, in the back of your mind, after you're hearing that answer, oh yeah, I can do that.
00:04:42.399 --> 00:04:44.639
But not only can I do that, but I can also do this.
00:04:44.720 --> 00:04:46.639
What if I were to do this, would that improve it?
00:04:46.720 --> 00:04:50.480
Again, going to another question, but you're getting the buyer to talk.
00:04:50.720 --> 00:04:55.279
You're not presenting, they're making your job easier by just answering two questions.
00:04:55.439 --> 00:04:57.439
So simply ask these questions.
00:04:57.680 --> 00:05:05.759
You're getting away from just presenting things that they don't want to hear and letting the buyer talk to you about things that you want to hear.
00:05:05.920 --> 00:05:08.720
Because if you're hearing from them, you can solve for them.
00:05:08.879 --> 00:05:17.600
So again, stop presenting and start selling because sales is simple on the Simply Sell podcast.
00:05:17.759 --> 00:05:18.480
Thanks so much.
00:05:18.720 --> 00:05:19.519
Best of luck to you.
00:00:05.679 --> 00:00:07.679
Welcome to the Simply Sell Podcast.
00:00:07.759 --> 00:00:15.759
This is Brian Buckaloo and I wanted to talk today about the topic of presentations, sales presentations.
00:00:16.320 --> 00:00:22.320
What I want to really get to is let's change our mindset as it pertains to sales presentations.
00:00:22.480 --> 00:00:28.160
Let's stop presenting and start selling to get caring from the buyer.
00:00:28.239 --> 00:00:29.039
It's that simple.
00:00:29.199 --> 00:00:31.120
We are on the Simply Sell podcast.
00:00:31.199 --> 00:00:33.600
So if we can make things simple, that's what we're trying to do.
00:00:33.759 --> 00:00:35.200
I am a big movie guy.
00:00:35.359 --> 00:00:36.399
I like movies.
00:00:36.640 --> 00:00:39.520
I enjoy watching them when I'm on a plane, when I'm traveling.
00:00:39.759 --> 00:00:47.200
One movie I keep in my collection is one of my all-time favorites, is A Bronx Tale with Charles Pominteri and Robert De Niro.
00:00:47.439 --> 00:00:48.960
Not sure if you've seen it, but it's a great movie.
00:00:49.039 --> 00:00:53.359
There's some mentorship in it, and there's a lot of little bit of mobster stuff in it, but it's a great movie.
00:00:53.439 --> 00:01:02.240
And there's a line that is said by Chaz's character, Sonny, used throughout the movie where he says in this really New York accent, nobody cares.
00:01:02.399 --> 00:01:04.079
That's my best impression of that.
00:01:04.239 --> 00:01:05.760
So go with me on that.
00:01:06.000 --> 00:01:12.480
I believe we can apply this nobody cares to sales as we're making our sales presentations to buyers.
00:01:12.719 --> 00:01:16.799
Because buyers don't care about what your value prop is.
00:01:16.959 --> 00:01:18.959
They don't care about your company culture.
00:01:19.120 --> 00:01:21.840
They don't care about your processes and procedures.
00:01:22.079 --> 00:01:24.239
They don't care about your certifications.
00:01:24.480 --> 00:01:26.719
They really don't care about your services.
00:01:26.879 --> 00:01:30.719
They don't care about what products, what your products can do.
00:01:30.959 --> 00:01:33.519
Buyers don't care how long you've been in business.
00:01:33.599 --> 00:01:36.239
They don't care about your experience as a sales rep.
00:01:36.480 --> 00:01:38.560
And they don't care about your presentation.
00:01:38.879 --> 00:01:45.200
They only care about your presentation if there's something in there that positively impacts them.
00:01:45.439 --> 00:01:50.079
So when we're putting together presentations, we all get fired up in this dramatic way.
00:01:50.239 --> 00:01:57.599
We envision us having this great sales presentation and we get caught up in the features and benefits of what we're presenting.
00:01:57.680 --> 00:02:00.319
And notice that I'm using the word presenting and not selling.
00:02:00.480 --> 00:02:04.079
So as Sonny from the Bronx tale says, nobody cares.
00:02:04.239 --> 00:02:11.599
If the buyer doesn't care about your features and benefits that you're presenting, then why the hell are you even presenting them?
00:02:11.759 --> 00:02:14.159
Why would you present something that they don't even care about?
00:02:14.400 --> 00:02:20.400
So the minute that the buyer stops caring about what you're saying is when the meeting is over.
00:02:20.479 --> 00:02:23.360
You've lost them before the game has even begun.
00:02:23.680 --> 00:02:25.120
And let me tell you something.
00:02:25.360 --> 00:02:30.719
When it comes to presentations, product managers present and salespeople sell.
00:02:30.879 --> 00:02:32.159
It's two different things.
00:02:32.479 --> 00:02:39.439
Salespeople that are successful ask the questions, come up with the solution, and then communicate in a way that resonates with the buyer.
00:02:39.680 --> 00:02:48.639
The minute the buyer, again, starts caring, now this is when they start caring, is when your feature or benefit actually helps them.
00:02:48.879 --> 00:02:51.919
The buyer wants to always know what is in it for them.
00:02:52.159 --> 00:02:55.680
So with that being said, that's when they care.
00:02:56.000 --> 00:03:01.520
And the easiest way to get them to care is to ask the right questions.
00:03:01.759 --> 00:03:05.759
That's the easiest way for them to understand that you really care.
00:03:05.919 --> 00:03:10.800
And the buyer realistically or really is dying to tell you about their struggles.
00:03:10.879 --> 00:03:20.080
But if you're busy presenting things that they don't care about, like your value proposition or your process and procedures, then they can't tell you about their problems.
00:03:20.240 --> 00:03:22.080
And everyone likes to talk about their problems.
00:03:22.240 --> 00:03:24.400
Tell me somebody who doesn't like to talk about their problems.
00:03:24.479 --> 00:03:27.680
I talk about my problems and people I work with talk about their problems.
00:03:27.840 --> 00:03:31.039
People I talk to on a daily basis like to talk about their problems.
00:03:31.199 --> 00:03:37.520
So here's two great questions to let the buyer know you care and to get them to talk about their problems.
00:03:37.599 --> 00:03:40.479
Because if they talk about their problems, you're in a position to solve them.
00:03:40.639 --> 00:03:47.039
So the first question is what are you not getting right now that you want to have from your supply base?
00:03:47.199 --> 00:03:49.599
What is the one thing that you wish you had?
00:03:49.759 --> 00:03:53.120
If you ask that to a buyer, they're going to spill the beans and tell you.
00:03:53.280 --> 00:03:56.800
Now, if they come back with some crazy answer like, oh, I wish I had a better price.
00:03:56.960 --> 00:04:03.599
Well, everybody wants a better price, but you know, price is one thing, it's one thing, but it's not everything.
00:04:03.840 --> 00:04:09.199
Get them to start talking about the things that are really what they would like to have.
00:04:09.360 --> 00:04:11.759
So once you ask that question, just shut up.
00:04:11.919 --> 00:04:16.800
It's amazing what will be said after you ask that question and then just shut up.
00:04:17.040 --> 00:04:22.319
Second question What are you getting from your supply base now that's working best?
00:04:22.879 --> 00:04:25.600
Again, after you ask that question, shut up.
00:04:25.680 --> 00:04:32.319
They're gonna be pounding their chest about what they what they get that's best because probably it's their idea.
00:04:32.560 --> 00:04:34.000
So they implemented it.
00:04:34.160 --> 00:04:36.959
So they're gonna be pounding their chest about how great it is.
00:04:37.199 --> 00:04:42.240
And you may be saying, well, in the back of your mind, after you're hearing that answer, oh yeah, I can do that.
00:04:42.399 --> 00:04:44.639
But not only can I do that, but I can also do this.
00:04:44.720 --> 00:04:46.639
What if I were to do this, would that improve it?
00:04:46.720 --> 00:04:50.480
Again, going to another question, but you're getting the buyer to talk.
00:04:50.720 --> 00:04:55.279
You're not presenting, they're making your job easier by just answering two questions.
00:04:55.439 --> 00:04:57.439
So simply ask these questions.
00:04:57.680 --> 00:05:05.759
You're getting away from just presenting things that they don't want to hear and letting the buyer talk to you about things that you want to hear.
00:05:05.920 --> 00:05:08.720
Because if you're hearing from them, you can solve for them.
00:05:08.879 --> 00:05:17.600
So again, stop presenting and start selling because sales is simple on the Simply Sell podcast.
00:05:17.759 --> 00:05:18.480
Thanks so much.
00:05:18.720 --> 00:05:19.519
Best of luck to you.
