This is a blog where I will share my thoughts on Technology, Technical Sales and Technical Demos. I have spent over 30 years working in and with technology, helping people to understand what and why they should buy. All Sales, especially Technical Sales is situational, so there are solid foundations, but no absolutes. I will contradict myself from post to post on what you should do in the sales process. This is by design. This is where my thoughts should make the readers stop and think, Hmmm.
Tuesday, July 17, 2012
My wife and I were watching a movie the other night. I did
as I normally do, pick at the flaws in the movie. More accurately, pick at the
flaws in the writing, story, and character development by the writers, actors,
and directors. My wife then did as she normally does, she tells me to keep it
to myself. She asked me why I feel the
need to critique the movies we watch, it made me think, so I’m writing why in
Reason 1. Everyone knows that you never split up when
walking through a spooky house. Every scary movie does it, we all yell at the
screen “DON’T DO IT!”, and someone, or everyone dies. See, we told you. I’m a
sales engineer, I’m all about seeing potential issues and avoiding them. If you
ever find yourself in a spooky sales call, don’t split up. Your chance of
survival has just grown exponentially.
"This isn't right. We should split up." From'The Cabin in the Woods'
Reason 2. Unless you are watching Dr. Jekyll and Mr. Hyde, inconsistent
characters are just annoying. Sometimes bold, sometimes wimpy, sometimes intelligent,
sometimes dumb, etc. I don’t mean a character having a personality that shows
emotion. I mean really bad over acting, trying to wring everything out of every
scene and forgetting that each of these scenes will be seen consecutively, you
know, like a movie… Your sales process should also be like a movie. A series of
scenes some more intense than others, but a cohesive movie. Those crazy eyed
sounding calls late in the quarter can really stand out, and may cost you an
Reason 3. It is about the story. If a movie has a great
story I forgive a lot and forget a lot. I will forgive some poor sets or
background actors, because I’m focused on the great story. I also forget a lot
like if the movie is a western, animated, black and white or even sub-titled.
Do you have a great story to tell in your sales process or demo? If you can’t
keep their attention with the story, they will notice the boom microphones
So why do I critique movies? I love movies, and I want them
to be the best they can be. Why do I critique sales demos and processes? Same
reason. And flaws in your sales process should be as obvious as those flaws in
the movies. Summer blockbuster or B movie, it is your choice.