People do not want to be sold something. Think about the last time you went shopping and a sales person approached you. You get a weird feeling that you are going to be pushed something you do not need. Now, recall a time a waiter suggested pairing a wine or appetizer with your meal. Both are cases of being sold yet the waiter takes the approach of informing and educating.
My two meetings in LA this week included no use of a fancy powerpoint presentation. Rather, both meetings were spent with the client on informing and educating them on the marketplace and my products. This only occurred after asking them a series of questions to find out what is happening in their universe.
The next time you have a presentation spend more time researching than putting together a powerpoint. You will be amazed at the quality of conversation once you focus around informing and educating.
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About Me
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- Clancy Ryan has held a variety of roles at entrepreneurial ventures, innovative university programs, and Fortune 500 companies. Prior to joining Glu Mobile as Director of Business Development, Clancy worked in sales at Bank of America, Penske Logistics & Leasing, and Discovery Channel. A successful entrepreneur, he co-founded 3D Wireless Games, a venture sold to Superscape Group PLC. Currently, Clancy serves as Director and adjunct professor at DePaul University’s Sales Leadership Center, where he is a founding member. Clancy received a B.A. from DePaul University and an M.B.A. from the Kellstadt Graduate School.
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