Nudging not pushing to win the order
In this episode of the Better Presentations More Sales podcast I’m sharing thoughts and ideas to help you convert interest into sales, to show you how nudging not pushing to win the order is the way to go
Especially when you’ve delivered a pitch or demo
You’re not delivering a pitch or demo because your buyer has no interest in you whatsoever, you’re delivering the pitch or demo because essentially they have agreed for you to do that
They are interested
Your job is to add momentum to that interest but then not lose that momentum when you’ve finished the pitch or demo
At the very beginning tell those you are pitching or demoing to how its going to end
‘When I’ve finished the pitch / demo I’ll explain what happens next and the potential timescale we need to consider
Throughout you drop positive but subtle messages that you are expecting the audience to say yes
Remember what we said in las weeks’ episode – number 280 – about making it easy for your buyer to say yes
Buyers like to buy but sometimes they need a nudge. A nudge not a push.
Think about something you bought recently that you nearly didn’t buy
Your friend or spouse or partner acted as the nudger. Helping you over the line.
Buying my projector – accountant was the nudger
And that’s the role you need to play.
Top sales people are very good at this.
They recognise that helping someone to buy is a key skill.
Throughout the pitch or demo they check-in.
‘What are you thinking?’
‘What do you think your colleagues will say to this?’
‘Are you seeing any barriers or roadblocks?’
They make it interactive throughout the demo or pitch – often in a subtle way
They ask great questions – which are designed to gain ‘mini-commitments’
They then confirm the mini-commitment:
‘So what you are saying…….is that right?’
If they have to follow up clarify exactly what the client wants and in what format and when by
If they ask for single page proposal don’t send them 10
If they want a phone call don’t email them
If they want an email send a video email with an proposal attached – you’ll stand out
Ask ‘apart from yourself who else is involved in making a buying decision?’
‘what do you think they will say?’
You need to keep the momentum going and inevitably that momentum starts to wane as soon as your pitch or demo ends so get the proposal out there
But don’t be tempted to be a in rush to get the deal done
Sometimes you have to be patient
As sales guru Brian Burns says its better to go slowly to a yes than race to a no
But stay in touch – don’t completely ignore the potential buyer
A good example is trade shows
Stand holders are keen to have on the stand conversations but they often don’t have a follow up plan. They need a personalised email that evening. I went to a business show almost three weeks ago. I was interested in a product. I was asked for my contact details. I handed then over and agreed they should send me something. I’ve not heard from them. My momentum has definitely gone.
Sales is often a mindset thing.
You need to get the balance right between being assured and over confident
If you give off signals – verbal or through body language – that say ‘I don’t think you’re going to buy’ – the buyer can pick those up and know it will be easier for them to say ‘No’ because that is what you are expecting
Think of the waiter who takes your order – you and he both know you’re going to buy
Sometimes it will feel like a deal is stuck – its all uphill and you’re making no progress
When that happens nudging is good but never feel afraid to ask for the order
‘Can I have the order please?’
So get ready to be a nudger
We all need a nudge sometimes
If you have a key pitch or presentation or demo coming up and you need some help them below are the links to follow to make that happen:
To find out how more about how I can help your teams deliver confident, impactful, memorable and action inducing presentations please visit my Presentation Training page
For one to one business leader presentation coaching please visit my Presentation Coaching page
Click here for sales training – details of the one day and virtual programme I run for organisations.
Before you book any training or coaching with me it is important for you to be sure that I’m the right person for you or your team so let’s have a 15-20 minute informal no obligation no fee chat on Zoom. Simply click here: Trevor Lee 15 minute meeting
This is episode 280 of the Better Presentations More Sales podcast – the previous 279 episodes are available on your usual podcast app or you can listen and download them on the Better Presentations More Sales podcast page
Thanks for listening. If you like the show please do leave a review.
Here are links to the evergreen webinar versions of the presenting and sales skills sessions I ran in January and February 2023: