We’ve all had those sales presentations where everything went right. You captivated the audience with your words, and they nodded in agreement. You left the room feeling like a rock star, confident that you’d soon have a sale. Then, the romance quickly ended when you tried to close the deal. They fell off your grid, wouldn’t take your calls, and basically disappeared without even an explanation. Hmmmm! And, you thought they loved you?
Yes, it sounds more like a one-night stand than a sales presentation, but too often seemingly productive sales presentations end up going nowhere fast. Why? Well, there are four primary reasons why your once captive audience is not really into you anymore. Here they are:
Oops! You Romanced the Wrong People
Often times, the people who seem like they are sure bets during a sales presentation are just those who don’t have any buying authority. It’s easy to get positive response from individuals who aren’t authorizing the checks, but you’re spinning your wheels by focusing on them. Do your homework ahead of your meeting and make sure that the decision-makers will be listening to what you have to say.