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#1 I’m travelling to a meeting and the airline loses my bag. I wait until 10pm to see if it is going to appear. Now I have a problem I have to attend the meeting wearing jeans and a t-shirt. But despite my worries, I’m lucky, when the delegates hear my story two of them tell me that the same thing happened to them also. #2 A business associate will be making a key presentation to invite investors to participate in a new project. When he clicks the mouse on his laptop computer, nothing happens and he can’t make the presentation he had intended. He makes an attempt to improvise what he was going to say, but the meeting is a total failure. It’s cost a lot of money to put on and weeks to get the investors to agree to attend and now he’s blown his opportunity. Don’t let this happen to you.Prepare a version of your presentation which can be done without any sales aids. #3 In the days before digital projectors, used to rely on using an OHP supplied by the venues. Guess how often it was out of order! As a result I developed the habit to travel earlier so I could have time to check the meeting room the evening before the event. #4 Allow for the unexpected. Get to the meeting place early in case some disaster has struck. * I’ve been in places where a pipe has burst in the ceiling above, a rugby club has had a party the night before and no one cleaned up. * On a hot summer’s day the heating was stuck on and the windows were non-openable. * The meeting is scheduled for 9.00 and twenty minutes after that time the facility manager who should have unlocked the meeting room has failed to turn up. * The meeting is scheduled to start punctually at 9:00 the delegates drift in gradually through to 11:00. * The projector bulb has blown and there is no replacement. * The meeting room is right next to the staff restaurant and there is a loud clattering of dishes and peoples’ conversations intruding into my meeting. * I’ve been for a beer the night before the meeting, and find out that a business companion is an out and out alcoholic who leads you astray. Wake up the next morning with a splitting headache|prize hangover. * Assume that your meeting attendees have been told the wrong start time or was expecting you to present on a different topic. And that they will have to leave early to see a customer. So check and then check again. * My bags have been lost by the airline on four occasions and once someone left the airport with my bag by mistake and I picked up another one of the same type belonging to him and didn’t know what had happened until I unpacked at the hotel. * A construction crew begins noisily outside of the meeting room. * Following the midday break one of the delegates is obviously drunk and starts to heckle. * You finish the event and go to pay for the use of the meeting room only to find that your credit card is declined, there is no money on your other one and you don’t have a check book with you. (This happened to me twice. On one occasion, my client helped by coming round with my fee in cash, in an envelope). * The flight I’m waiting for is delayed, then it’s announced that when the plane leaves it will be diverted to another airport 200 miles from my destination. The only way to get home at that time being a taxi. * We wait for 4 hours in the terminal because all landings in the London area are cancelled because of a snowfall. Finally we are allowed to take our seats on the plane, and then have two more hours wait before take off. On arrival at the destination it is so late that I miss my train connection, wait all night in a railway station, eventually reaching my hotel in the early hours of the morning, sleep until 7.00 and go to present my event for 9.00. * I’ve found myself stuck on a busy road miles from the meeting place, no taxis available, no buses and no signal on my cellular phone. To make a sales presentation persuasive and apparently effortless – ironically what is required is thorough preparation and practice. And a constant awareness of Murphy’s Law. ‘If it can go wrong, it will’.
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Download a Free Sales Masterclass Information on the Selling for Engineers manual and Seminar Robert Seviour is a sales trainer specialising in business development for technical companies.
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