Computerized sales pitches for the 21st century
I'm still reeling (and buying) from it.
The presentation was on an ordinary 3.5-inch disk, but it contained animation - a cartoon character named Norm who was smart, funny and prepared to sell. It included 3-D computerized graphics that moved and talked. It also incorporated an actual video clip that was somehow imported into the presentation. And Norm closed me at the end. I was sitting on the edge of my chair the entire time (less than 12 minutes). I was stunned. And I was sold.
The technical, tactical and persuasive advantages of a computer assisted sales presentation are powerful and compelling:
* It's a sales tool, an educational tool and a training tool all at the same time.
* It makes you look professional - and builds instant buyer credibility.
* It sets you apart from your competition - an incredible competitive advantage.
* You are seen as a leader - a computer presentation is the leading edge of technology.
* It keeps you on course and eliminates omissions - a complete presentation that never fails to make its impact even after 1,000 repetitions.
* It's fascinating to the prospect - it will have the prospect leaning forward in the buying position from the first five seconds.
* It answers a prospect's questions before they're asked. The right presentation takes the prospect's questions into consideration while it is being created and anticipates them as part of the pitch.
* You can put in a qualifying test that the prospect takes. The answers can lead you to a sale.
* It can be programmed to overcome objections specific to your product or service. When you hear an objection, you can alter the presentation to overcome the specific objection and close, or go back to the pitch.
* It can be used to ask a closing question, or a series of closing questions. The prospect interactively answers questions, giving order information or information that confirms the sale.
* It's so good, it's scary.
Yeah, you say, but how is it in a group? Better. I went to a dinner for 300 banking employees which unveiled three new products. They used a giant screen and the bank's regional president to make the interactive, animated, song-and-dance presentation. The people loved it. At points in the presentation they were actually cheering wildly. (Remember, these were bankers, people who don't get excited until you miss a payment.) But most importantly, they were sold. When it was over, I just sat there staring into space contemplating the possibilities.
Think about it. You walk into a sales appointment, plug in your computer and pop in a disk. The mesmerized prospect watches a state-of-the-art presentation. The computer gets him or her interactively involved, answers questions, overcomes objections and leads the prospect to a close. Finally, the computer gets the prospect to type in a name, address and the quantity ordered. All this happens without the salesperson saying a word.
How much does it cost? According to Whitley, presentations start as low as $1,000. All you need to get it going at the basic level is a laptop computer of any kind. "Small companies are not price precluded from this market," he said. "I think it's a wise move to start at any level possible and sophisticate your presentation as profits permit." Obviously, elaborate presentations can get quite expensive. But consider the possible results as you consider the investment.
And if you're thinking, "I'll wait until the price goes down," I'll bet your competition's not.
Next week: Tom Hopkins - sales wordsmith of the first order.
The presentation was on an ordinary 3.5-inch disk, but it contained animation - a cartoon character named Norm who was smart, funny and prepared to sell. It included 3-D computerized graphics that moved and talked. It also incorporated an actual video clip that was somehow imported into the presentation. And Norm closed me at the end. I was sitting on the edge of my chair the entire time (less than 12 minutes). I was stunned. And I was sold.
The technical, tactical and persuasive advantages of a computer assisted sales presentation are powerful and compelling:
* It's a sales tool, an educational tool and a training tool all at the same time.
* It makes you look professional - and builds instant buyer credibility.
* It sets you apart from your competition - an incredible competitive advantage.
* You are seen as a leader - a computer presentation is the leading edge of technology.
* It keeps you on course and eliminates omissions - a complete presentation that never fails to make its impact even after 1,000 repetitions.
* It's fascinating to the prospect - it will have the prospect leaning forward in the buying position from the first five seconds.
* It answers a prospect's questions before they're asked. The right presentation takes the prospect's questions into consideration while it is being created and anticipates them as part of the pitch.
* You can put in a qualifying test that the prospect takes. The answers can lead you to a sale.
* It can be programmed to overcome objections specific to your product or service. When you hear an objection, you can alter the presentation to overcome the specific objection and close, or go back to the pitch.
* It can be used to ask a closing question, or a series of closing questions. The prospect interactively answers questions, giving order information or information that confirms the sale.
* It's so good, it's scary.
Yeah, you say, but how is it in a group? Better. I went to a dinner for 300 banking employees which unveiled three new products. They used a giant screen and the bank's regional president to make the interactive, animated, song-and-dance presentation. The people loved it. At points in the presentation they were actually cheering wildly. (Remember, these were bankers, people who don't get excited until you miss a payment.) But most importantly, they were sold. When it was over, I just sat there staring into space contemplating the possibilities.
Think about it. You walk into a sales appointment, plug in your computer and pop in a disk. The mesmerized prospect watches a state-of-the-art presentation. The computer gets him or her interactively involved, answers questions, overcomes objections and leads the prospect to a close. Finally, the computer gets the prospect to type in a name, address and the quantity ordered. All this happens without the salesperson saying a word.
How much does it cost? According to Whitley, presentations start as low as $1,000. All you need to get it going at the basic level is a laptop computer of any kind. "Small companies are not price precluded from this market," he said. "I think it's a wise move to start at any level possible and sophisticate your presentation as profits permit." Obviously, elaborate presentations can get quite expensive. But consider the possible results as you consider the investment.
And if you're thinking, "I'll wait until the price goes down," I'll bet your competition's not.
Next week: Tom Hopkins - sales wordsmith of the first order.
