This is the time of year that we all reflect on this past year and start planning for the upcoming year. We weight what worked well in our personal and professional lives and make resolutions on where we can make improvements. This year, instead of committing to going to the gym, starting a new diet, or sticking to your budget, let’s focus on a few resolutions to add to your list that will help your business stay fit.

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Over the past six months, you’ve worked to get in front of a new prospect. Six months of measured effort, follow up activity, and countless phone calls have finally paid off. Now, walking out of the presentation you worked so hard to land, you know in your little sales heart that you failed and all the hard work was for nothing. Your bad presentation killed any potential for a sale.

Every salesperson hopes their presentation will create a sense of “wow” in the mind of the prospect. So, when your presentation garners a collective yawn from your audience, it’s important to know why. Maybe the prospect was distracted or having an off day. Perhaps YOU were having an off day. After every presentation – especially one that doesn’t result in a sale (or at least a forward move in the sales process – it’s important to conduct a post mortem to understand what went wrong and what can be done to fix it. In that spirit, here are five reasons a presentation goes awry.

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Contributing Author
brandivate is a full-service executive outsourcing team that specializes in helping small to medium sized promotional products distributors profitably - and responsibly - grow their business.