Situation
You have prepared your presentation You are well prepared. Your goal is to influence and make the sale. You expected two people at the meeting. Five showed up. What do you do?
Solution
After the introductions and the niceties, ask the “surprise” guests what their position, interest, and need is at it relates to you product, service, report, etc. After all, you want to make certain that you have included those priorities in your presentation. If not, you have to find a way or advise them that those items will not be satisfied by your “solution.”
Example:
“If you are attending today, then this decision will have some impact on you. I know what your partners are seeking. However, it will benefit all of us if you advise me as to your current realities and the outcome you seek as a result of this decision. Please take a few moments and advise me as to your situation?”
Stewart Bolno (MBA/EdM) is a Senior Learning and Development
Consultant with Team Builders Plus. He has facilitated seminars on
Leadership and coached executives since 1984. He has taught sales and
management courses on the university level and has conducted leadership
workshops at the Wharton Small Business Development Center.. To learn
more contact Stew Bolno via
email or call 856.596.4196 ext. 206.
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