In sales, the difference between the best and everyone else is that stars don’t waste time with time vampires - non-buyers. So, ask you self, how much time are you wasting each day trying to engage and sell non-buyers? Likely more than you should.
Many a founder wastes precious time and money trying to sell to non-buyers – that company or individual who cannot or will not purchase what the young firm is selling. Hell, many experienced salespeople waste time this way too.
But, the best startup founders who are out pounding the pavement quickly discover ways to segment out qualified buyers from non-qualified. In other words, they learn to disqualify fast.
A few days back, I met an executive from a well-to-do technology investment firm via Zoom. The meeting was a typical Zoom meeting. Her camera showed me more of her forehead than anything else. She rarely made eye contact with me – she never looked into the camera during the meeting. And her surroundings made it look like she was conducting this meeting from a broom closet.
So, just minutes into the meeting, I was thinking more about this lady's forehead than what we were there to discuss. And I was also wondering why she was in a broom closet. And then I realized she had lost credibility with me. How could this high-level executive, associated with a well-known tech investing firm, present like a first grader using Zoom for the first time?
After the meeting, it struck me that this type of presentation is now the norm across the business world. Many people have settled for this below-average type of production.