Throughout 10 years I have worked with proposals. Rewriting chapters and especially executive summaries, managing the process, designing proposal materials and shaping as well as coaching the team for the presentation.
I sat there in front of a client. She was a sales person herself, dominant and playful towards what I came to offer. It felt like she was testing me. Still I knew I had something of value to offer her if she was humble enough to acknowledge it. My heart was pounding. We had been talking for an hour and the conversation went well. Still I felt uncertain about her.
Does your inner voice sometimes prevent you from selling?
Through my work I meet a lot of start-ups and a key challenge for them is often sales. The great innovative ideas are plenty, the energy to produce and even market it are floating but when it comes to direct sales the energy stops.
We are obsessed with numbers. We measure it all; likes, followers, subscribers, leads, sales, revenue etc. Numbers are important. They tell us if we are reaching our goals, which are SMART and measurable. Reaching beyond your goal makes you a high performer.
I hear them often, these myths regarding presentation rehearsals. They are being said as truths unchallenged. Even when they hold as much logic as when my grandmother told me not to play with candles because it would make me pee in bed.
A few days ago I attended a stomp event with a new connection of mine Peter Glahn. He facilitates corporate events where teams have fun stomping – creating rhythm on or with anything but real instruments.