President Obama And His Sales Pitch To IOC
October 1, 2009 by admin
Filed under Bill Caskey, Current Affairs, Inner Game
Let me say first I was not there when Mr. and Mrs. Obama made their pitch for Chicago as 2016 Olympic Host. So I speak from heresay. But if the reports/videos/transcripts are correct, they did a miserable job of selling it.
Had they been in our sales class-and come to us last week and told us of their opportunity– here is the ONE THING we would have told them.
“Keep Your Intent High”
That’s because most of we sales people fail when it comes to our intent. I describe INTENT as that which is in your heart that governs how you attract or repel prospects to you.
High Intent is when everything is about THEM, YOUR CUSTOMER, YOUR PROSPECT, YOUR TARGET.
Low Intent is when everything is about YOU, YOUR NEEDS, YOUR COMMUNITY, YOUR DESIRES.
One sure way to “whack up” your sales process and your presentation is to make everything about you. That’s what the Obamas did.
FACT: There were probably dozens of other issues that got in the way. In fact our rule at Caskey is: “Never allow the final presentation do the heavy lifting.”
You should know prior to the presentation if you are getting the business.
The reason for that rule is the tendency for us to look needy and desperate in that final “pitch” for the business. And that’s exactly what happened here.
Chicago won’t get the Olympics in 2016. Maybe that’s a good thing–or a bad thing. But never miss the opportunity to learn from the failed sales mistakes of others.
And keep your Intent high.
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