Two software salespeople were returning home from a field
presentation. As with all software salespeople, they were assigned the
cheapest seats on the plane so they each were occupying the center seat
on opposite sides of the aisle.
They continued their discussion of their most recent presentation and the specific customer integration issues that had been the subject of their meeting through takeoff and meal service until finally one of the passengers in an aisle seat offered to trade places so they could talk and he could sleep.
After switching seats, one salesperson remarked to the other that it was the first time one of their presentations ever kept anyone awake.
Moral of the story: If your presentations aren't normally keeping people awake you've got a huge problem! If you just "PLANE TALK" without getting your prospects involved by asking questions and encouraging meaningful interaction, your commission cheques won't be "taking off" anytime soon.
"If you talk to a man in a language he understands, that goes to his head. If you talk to him in his language, that goes to his heart." - Nelson Mandela
They continued their discussion of their most recent presentation and the specific customer integration issues that had been the subject of their meeting through takeoff and meal service until finally one of the passengers in an aisle seat offered to trade places so they could talk and he could sleep.
After switching seats, one salesperson remarked to the other that it was the first time one of their presentations ever kept anyone awake.
Moral of the story: If your presentations aren't normally keeping people awake you've got a huge problem! If you just "PLANE TALK" without getting your prospects involved by asking questions and encouraging meaningful interaction, your commission cheques won't be "taking off" anytime soon.
"If you talk to a man in a language he understands, that goes to his head. If you talk to him in his language, that goes to his heart." - Nelson Mandela
