Sales & Sales Management Newsletter
For Results, Goals & Success

Welcome to the NEW Gulas Group Sales & Productivity Newsletter. This issue deals with the intricacies of group sales presentations. We hope you will find it useful and if so, pass it on to other friends and colleagues.

SITUATION:
Billy Bob attended a group sales call with the President, the CFO, and VP of Sales of a prospective client. Prior to the visit, Billy Bob strategized with the VP of Sales. They determined the president would make the decision with support from the sales manager. The CFO was a late addition to the meeting and no one was confident about her role. The meeting was long and intense. The president liked the product and said as much. The last issue addressed was service after the sale, which was raised by both the VP of Sales and the CFO.

Billy Bob spent 20 minutes addressing all the service issues. In conclusion Billy Bob turned to the CFO who had not spoken much throughout the meeting and asked, "Do you have any questions?" and she responded in a low tone without much enthusiasm that "most of the questions had been addressed and there were only a few minor issues." Billy Bob enthusiastically proclaimed that "those minor issues could be addressed later." Since the VP of Sales and the President were agreeing, Bill Bob sensed his closing opportunity and said, "What would you like me to do now?"

PROBLEM:
Billy Bob and his VP of Sales speculated that the decision would be made by the president of the company and ignored the influence that the CFO could have on the decision to purchase. The CFO "sorted" on a mismatch - enthusiastic salesperson VS. her hesitant shy demeanor. The sorting resulted in a lack of trust and a sense that her concerns where not addressed, so she "buried the bone" on the sale making sure no one would find it. You can almost hear her saying to the others, as Billy Bob left, "I don't feel good about this service, who else is coming in?"

SOLUTION:
Do not speculate in a group presentation. Keep everyone involved: "An involved prospect is a buying prospect." Never forget bonding and rapport throughout the DNA Selling process. Here is a way to trigger involvement from everyone. Ask these questions:

1) "How do you see yourself using..."
2) "Mr. President made an excellent point earlier that I had not considered, and it really helped. I sense you may be able to help in the same way..." (pause and wait for a response.)

Everyone in a prospect group presentation must be recognized and involved. You make that happen by bonding with everyone's style and by asking specific thought provoking questions. Don't allow someone to "bury the bone" on your sale.