Off the Cuff: Most Common Mistake in Sales Presentations

Patricia Fripp

Off-The-Cuff Interview Question: “What would you say is the biggest common mistake you have seen when it comes to sales presentations?”

Not rehearsing.

For example, a client’s team spent a year getting into position to deliver a one hour formal presentation. It was worth $20 million dollars over 5 years when they won the business. I asked their National Sales Manager, “How long do you rehearse?” I expected to hear, “We lock the presentation team in the boardroom for a week. We go over our parts, video and review. Then bring in at least 5 different audiences of team members to listen and hear their feedback.”

What he said was, “We are lucky if we do a run through in the back of Sylvia’s car before we walk in.”

Now you know why they hired me.

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