EP Huddle #9
One of the most important questions to ask at the beginning of a sales presentation is "how much time do you have for this call?"
Even if you've said it'll take 30 minutes when you set the meeting, it's important to ask the question in advance of beginning the presentation. And, most people forget to do this.
It's important to explain how the process will go, so that the audience knows what to expect and how their questions will be answered. They'll feel disrespected if you promised 30 minutes and took 2 hours.
Even if they're engaged and see the presentation the whole way through, they'll remember that you took longer than expected and they'll always view you as the long-winded guy.
The worst thing in sales is to have a prospect NOT share information with you. They stop returning calls and they try to preserve your feelings by not saying "no". This leads to you chasing the prospect and wasting a lot of time (not to mention bad forecasting for upcoming sales).
One way to reduce this scenario is to ask up-front how much time they have for the sales call or presentation. This way, you know if they have to leave at a certain time. If they tell you they have nothing scheduled for another hour, and 35 minutes into the call they say they're late for another meeting, then you can formulate an opinion whether they were trying to get out of the call.
If you don't ask the question up-front, you'll never know if they were truthful or not.
As a team:
What are other reasons for asking this question and setting proper expectations up-front?
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