Why customers don't listen

Don’t worry, this is quite common

They don’t really want a presentation

That’s what you are hearing as it is what you want to do (‘happy ears’)

They are actually asking for you to help them make sense of something

What you will ‘present’ most likely won’t help them do that

Indeed they probably already know it which is why they have asked (which is good news)

You now need to move that discussion to another level and show that you are someone they can collaborate with

Your job is now to stimulate and help them to think

Part of this will be through sharing information which should be

🔶 About them

- They don’t care about you (sorry)
- They aren’t impressed that you have a load of locations and have sold to other companies
- They have things they are trying to sort out and want to do that effectively

🔶 Insightful

- What will make them think?
- What will shine a new light on the issue?
- What will be so ‘shockingly obvious’ they will wonder why they hadn’t realised

🔶 Outcome oriented

- Does it focus on their results?
- Does it show how they can achieve them?
- Does it make sense to take the next step?

Many sales presentations don’t do this

They are self-centred and put customers off

In some cases so badly it would be better to send them to your website

Don't be a website

Be a human that connects and collaborates