Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. We are presenting Tom’s information in a series of blogs. Today, in part two, he talks about the five most common mistakes people make when selling (or persuading) online. Click here for part one. You can listen to the entire WebEx event here.
Here are the five most common mistakes I see people make when selling online:
1. Not having a structure.
So many people don’t have a beginning, middle and an end. They don’t state a clear objective like, “Here’s what I’d like you to get out of our presentation today, and here’s what I’d like you to do.” When you don’t have a structure, the participants don’t know what to expect from your meeting.
2. Death by PowerPoint.
Most of the presentations that I see have too much information. The problem with having too much information on the slide is that we are naturally inclined to want to read what’s in front of us, and that is a major distraction if you have too much information. Here are some other classic Death by PowerPoint complaints:
“Presenters talks about themselves too much.”
“Too much focus on pain point.”
“Set up of things I already know and live with.”
“Not getting to the point.”
“Weird fonts makes it hard to read.”
“Reading the PowerPoint.”
“Speaker gets ahead of the presentation.”
“Presenters who talk a lot around the topic instead of focusing on the topic itself.”
Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. His clients include Google, Clif Bar, McKesson, Cisco, and Symantec.
Tom was former vice president of sales for two different fast-growing technology companies in San Francisco. Tom also spent some time in Hollywood as an actor where he learned valuable strategies for designing and delivering engaging presentations.
We will present Tom’s information in a series of blogs. Today, in part one, he talks about the role of virtual sales and the value of using tools like WebEx. He also offers his first tip for success. You can listen to the entire WebEx event here.
Presenting and selling in the virtual environment is the wave of the future. It’ll never replace the face-to-face meeting, which is something we’ve been doing for centuries, but it can be an incredibly effective means of communicating both our message and our value to our prospect. That said, it will mean next to nothing if we can’t effectively engage them.
What is the number one challenge when selling in a virtual environment?
I’m a fan of superlatives (who isn’t?). Faster, easier, better: Those all sound good to me. And those are also words that can describe our new Commercial Sales program, Fast Track 2.
As its name implies, Fast Track 2 is designed to simplify sales transactions, making it easier for you to do business with Cisco. So how will it help you? Fast Track 2 will provide a smoother transaction process, with simplified pricing on key product families, and reseller and end-user offers. It will also accelerate partner rewards and incentives, with products built for the mid-market and SMB sectors.
In this video, I provide an overview of Fast Track 2 and how it will support your push to increase profits.
In a nutshell, here are some of the key details about Fast Track 2: