Thursday, February 16, 2012

The Best Known Have Died

That may seem like an odd title, but tell me quick, NO GOOGLING, who is the top scientist in the field of bacteria today? Me either, no idea, yet we all know Louis Pasteur. Who owns the art nouveau movement now? Right, same thing.

So do the best known, most memorable have to have died? Can your sales demo be the most memorable, even if you don’t die during it? I would hope so.

Like the old question, are you famous, or infamous? Do you care? I hope you do, because when doing a demo, you want to be famous and avoid infamy.


The first thing to keep you from being infamous is the truth. By telling the truth, or at lease what you think is true. See my blog on Distorting Reality for more on this. The truth will set you free, and keep you free of a bad name.

Second is be a person first, and a sales second. I know you are a salesperson, but think of yourself as a person-of-sales. Please never forget to be a person.

Third would be to ask for more than a reason to tell. My wife tells me I’m guilty of this one, I think she may be right. Leading questions. I’m sure you don’t need to report...”You do!?!” (said with shock and surprise), well let me tell you about our all new report 6000 module... Sometimes you should ask to actually hear their answer, not be answering their answer before they are done speaking.

And truth be told, we may argue over who the greatest LIVING baseball player is, but we know all of their names. Why do we know? Because they performed and produced. That is what it takes to be known before you die.