Sales Tip: Analyze every presentation

May 5, 2021

It’s important to truly and honestly analyze every presentation, good or bad. Ask yourself what went well, and then ask yourself what didn't go so well.

Alan Sipe

It’s important to truly and honestly analyze every presentation, good or bad. Ask yourself: What went well in your presentation? The opening? The demo? Objection handling? The close?

Then ask yourself what didn’t go so well. Be honest now. Did the prospect take you seriously? Did you hold their attention? Did you “trial close” to take their temperature as you went along? Did you answer their questions/objections and get their buy-in to your answers? Did you ask your closing questions logically and solidly? Did you take “no” for an answer too easily?

If you didn’t get the order today what is your plan to close it later and what approach will you use? Always think about what you can do to improve the things that didn’t go so well.

About the Author

Alan Sipe | President, Toolbox Sales and Consulting

Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.