Test Your Sales X-Factor: How Memorable are You and Your Presentation?
Fact: Most complex sales are not decided with you in the room.
Decision-makers may not get together for days or weeks to discuss your proposal, and they are likely to see many other presentations in the mean time. How can you be certain that you and your message remain top-of-mind after you walk out the door? You need the X Factor!
Think of your prospect as a casting director who sees a steady parade of actors competing for the same role, all reading from the same script. In a similar way, each
day your prospect sees one salesperson after another reciting another dry corporate overview, dragging out a bunch of boring slides and parading out a list of customer testimonials and success stories, all the while claiming: “We’re the best!” It’s no surprise prospects struggle to keep us straight!
“But our solution truly is the best!” Maybe, but that alone won’t ensure you’re remembered. Many a salesperson has lost business to a lesser competitor. And with the differences between solutions getting smaller and constantly fluctuating as companies continue to advance their technology and new competitors enter the market, it’s foolhardy to count on product superiority. While you may have the edge when it comes to one feature, your competitor may be slightly better when it comes to another. As products and services become more like commodities, you need to find a way to help your prospect remember your solution. You need an X factor. So what is the X Factor?
The X-factor is the unique lasting impact you make on your audience. It is the ability to:
Quickly connect your solution to your prospect’s unique challenges
Structure your message in a compelling and memorable way
Deliver your message in a way that wins the minds and hearts of your audience
and inspires them to take action
The X factor is the actor who delivers something different from his competitors, wows the casting director and leaves a lasting impression and ultimately wins the part. Even though he may look similar to the other actors and read from the same script, he delivers his lines in a memorable and impactful way that sets the bar for every competitor who comes after him, and pushes everyone who came before out of mind. Weeks later when going through headshots, the casting director can say with great confidence, “We want him.” Isn’t that what you want?
Customers want that one salesperson to wow them with their solution, rise above the pack and make their decision an easy one so that they can “cast the part” and move on to their next project. Are you making it easier or more difficult for your customer to remember you?
Take the following quiz and find out just how memorable you are:
What’s Your “X” Factor? (Answer: Yes or No)
I spend time not just preparing the content of my presentation, but preparing mentally, physically and vocally to deliver it with impact.
I have updated my presentation style to gain and hold the attention of today’s busy decision-makers.
I leverage the art of storytelling to establish an emotional connection with my audience.
I incorporate the power of entertainment to engage my audience and increase listener retention.
I have a winning strategy for opening and closing my presentation that makes my message “sticky.”
Key:
5 Yes’s: Congratulations! Your X Factor is sky high! But don’t get too comfortable, the competition is right behind you. Continue to stretch yourself by finding new ways to connect with your audience.
4 Yes’s: Nice work! What is the one area you are not leveraging? Explore ways to include it into your repertoire and reach your full potential.
1-3 Yes’s: You are at risk of not being remembered. Pick one of the areas above that will have the greatest immediate impact. For example, perhaps you haven’t changed your presentation style since the 80’s. Start by updating your presentation to connect with today’s buyers.
0 Yes’s: Danger! Why work so hard chasing a lead, developing a strategy and getting an appointment — only to be forgotten when the buying decision is actually made? Start working on your X Factor by reviewing the resource links in the 5 questions above.
If you want to be memorable, you can’t do what everyone else does. After all, they can’t buy from you if they can’t remember you.
Bring The Sales X-Factor Challenge to Your Team!
The Sales X Factor Challenge is a unique and effective presentation training program and contest that will raise everyone’s game as they strive to win the Sales X-Factor Challenge!
Through a combination of in-person workshops, video coaching and “on-your-feet” practice, your team will be guided through building and delivering a blockbuster presentation for a real world business opportunity as they compete for the title of The Sales X Factor Champion. All sessions are structured to maximize practice time while minimizing the amount of “non-selling” time.
Decision-makers may not get together for days or weeks to discuss your proposal, and they are likely to see many other presentations in the mean time. How can you be certain that you and your message remain top-of-mind after you walk out the door? You need the X Factor!
Think of your prospect as a casting director who sees a steady parade of actors competing for the same role, all reading from the same script. In a similar way, each
day your prospect sees one salesperson after another reciting another dry corporate overview, dragging out a bunch of boring slides and parading out a list of customer testimonials and success stories, all the while claiming: “We’re the best!” It’s no surprise prospects struggle to keep us straight!
“But our solution truly is the best!” Maybe, but that alone won’t ensure you’re remembered. Many a salesperson has lost business to a lesser competitor. And with the differences between solutions getting smaller and constantly fluctuating as companies continue to advance their technology and new competitors enter the market, it’s foolhardy to count on product superiority. While you may have the edge when it comes to one feature, your competitor may be slightly better when it comes to another. As products and services become more like commodities, you need to find a way to help your prospect remember your solution. You need an X factor. So what is the X Factor?
The X-factor is the unique lasting impact you make on your audience. It is the ability to:
Quickly connect your solution to your prospect’s unique challenges
Structure your message in a compelling and memorable way
Deliver your message in a way that wins the minds and hearts of your audience
and inspires them to take action
The X factor is the actor who delivers something different from his competitors, wows the casting director and leaves a lasting impression and ultimately wins the part. Even though he may look similar to the other actors and read from the same script, he delivers his lines in a memorable and impactful way that sets the bar for every competitor who comes after him, and pushes everyone who came before out of mind. Weeks later when going through headshots, the casting director can say with great confidence, “We want him.” Isn’t that what you want?
Customers want that one salesperson to wow them with their solution, rise above the pack and make their decision an easy one so that they can “cast the part” and move on to their next project. Are you making it easier or more difficult for your customer to remember you?
Take the following quiz and find out just how memorable you are:
What’s Your “X” Factor? (Answer: Yes or No)
I spend time not just preparing the content of my presentation, but preparing mentally, physically and vocally to deliver it with impact.
I have updated my presentation style to gain and hold the attention of today’s busy decision-makers.
I leverage the art of storytelling to establish an emotional connection with my audience.
I incorporate the power of entertainment to engage my audience and increase listener retention.
I have a winning strategy for opening and closing my presentation that makes my message “sticky.”
Key:
5 Yes’s: Congratulations! Your X Factor is sky high! But don’t get too comfortable, the competition is right behind you. Continue to stretch yourself by finding new ways to connect with your audience.
4 Yes’s: Nice work! What is the one area you are not leveraging? Explore ways to include it into your repertoire and reach your full potential.
1-3 Yes’s: You are at risk of not being remembered. Pick one of the areas above that will have the greatest immediate impact. For example, perhaps you haven’t changed your presentation style since the 80’s. Start by updating your presentation to connect with today’s buyers.
0 Yes’s: Danger! Why work so hard chasing a lead, developing a strategy and getting an appointment — only to be forgotten when the buying decision is actually made? Start working on your X Factor by reviewing the resource links in the 5 questions above.
If you want to be memorable, you can’t do what everyone else does. After all, they can’t buy from you if they can’t remember you.
Bring The Sales X-Factor Challenge to Your Team!
The Sales X Factor Challenge is a unique and effective presentation training program and contest that will raise everyone’s game as they strive to win the Sales X-Factor Challenge!
Through a combination of in-person workshops, video coaching and “on-your-feet” practice, your team will be guided through building and delivering a blockbuster presentation for a real world business opportunity as they compete for the title of The Sales X Factor Champion. All sessions are structured to maximize practice time while minimizing the amount of “non-selling” time.
Subscribe to our Coffee Break Newsletter |
Source:Julie Hansen
|
|
Similar events management for trainers Articles: |