I can't comprehend why the presenter would focus so much on the theatrics of pulling this information out of your briefcase. If you've gone to the trouble of analyzing a prospective client's business to the point that you can produce a 3-5 page summary of its problems and their solutions, you don't need these theatrics. You could pull that information out of your shoe and it wouldn't make a difference.
Try this: pull a yellow sticky-note with your grocery list on it out of your briefcase and present that to your prospective client. Now tell me, was it the briefcase or the information presented that closed the deal?
I think the point is the delay, not the briefcase. You came in with it ready, but they didn't know that until starting to ask about salary. Then you hit them with it.
While certainly they won't be interested in your grocery list, theatrics are part of the presentation, and do make a difference. Would you react the same if a bum came in, pulled that list out of his pocket, and uncrumpled it as he handed it over to you?
Perhaps, but it's also an opportunity to clarify or even redefine the job description. If you include only things you want to work on and they pass on you, you've weeded out a potentially bad placement. Too many people are willing to accept a job offer, then say "Okay, now what?".
yawn .. This is really one of the first things you'll learn in any sales training class that you take. Never respond with a price the first time you're asked, but instead explain your value proposition.
Know your client before the "get to know you" meeting. Anticipate. Try to outline reasoned solutions to their problems from their perspective before the RFP request.
Solution latency, or lack there of, even in a "rough form" is a deal maker/killer.
As an aside, who actually uses briefcases anymore?
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[ 4.5 ms ] story [ 35.4 ms ] threadTry this: pull a yellow sticky-note with your grocery list on it out of your briefcase and present that to your prospective client. Now tell me, was it the briefcase or the information presented that closed the deal?
Know your client before the "get to know you" meeting. Anticipate. Try to outline reasoned solutions to their problems from their perspective before the RFP request.
Solution latency, or lack there of, even in a "rough form" is a deal maker/killer.
As an aside, who actually uses briefcases anymore?