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Last updated on 2024年10月16日

Your technical sales presentation is interrupted. How do you keep it engaging and informative?

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Imagine you're in the middle of a critical technical sales presentation when suddenly there's an interruption. It could be a technical glitch, an unexpected question, or a distraction from the audience. Your task is to navigate this interruption smoothly, ensuring that your presentation remains engaging and informative. The ability to handle such disruptions gracefully is a testament to your expertise and adaptability in the realm of technical sales. In this article, you'll learn how to maintain control of your presentation and keep your audience captivated, even when the unexpected occurs.

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Sadique Jamil

Account Executive @ Salesforce | 1x President's Club | Ex-LinkedIn, Whatfix, Alludo
Melvyn (Mello) Pausch

...weil Digitalisierung notwendig ist!
AJ Cerbo

Account Executive

1 Stay Calm

The immediate response to any interruption should be to stay calm. Your audience will look to you for cues on how to react, and if you remain composed, they are likely to follow suit. Take a deep breath, acknowledge the interruption, and if it's something that can be quickly resolved, do so without fuss. If it's a more complex issue, reassure the audience that it will be handled and continue with your presentation, perhaps by moving to a related topic that doesn't require the interrupted material.

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Sadique Jamil

Account Executive @ Salesforce | 1x President's Club | Ex-LinkedIn, Whatfix, Alludo
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If your technical sales presentation is interrupted, stay calm and composed. It demonstrates professionalism. I resort to humour to address the technical issue and lighten the mood, which helps keep the prospects engaged. If it's a complete breakdown(e.g., demo breaks/doesn't work), one should assess whether it makes sense to continue the presentation or if rescheduling is a better option, showing respect for everyones time. If call needs to be rescheduled, it would be a good idea to follow up with an email aplogising and summarizing the key points you intended to present and setting up a follow up call. This ensures that the prospect still receives the essential information and shows your adaptability and commitment to delivering value.

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Melvyn (Mello) Pausch

...weil Digitalisierung notwendig ist!
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Use mirror neurons in your behalf. If you get nervous your audience will too but when you stay calm your audience will too. In the end no one is gonna be hurt, play it as a feature like a pro ;)

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Emmanuel Seziom

Coach & Trainer - Business|Finances|Sales|Tech
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Realize a escuta ativa para retomar o engajamento, assim como envolva e crie um bom impacot mostrando os beneficios e diferencias. Foque na dor para mostrar a vacina e aumentar o nivel de consciencia. Gere necessidade dessa forma.

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Florian Naulet ????

Sales Coach | Expert en Vente SaaS ?? | Ex-Zscaler, OneTrust, Box, Qlik | +20M€ d'ARR en 11 ans | CEO @Sellit : Communauté #1 d’AEs
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Anything can happen, all the time. That said, when a demonstration meeting does not go the way you expected or you are interrupted by something, just stay calm, observe what's happening and make a quick call to re-engage with your customer.

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2 Engage Directly

Engaging directly with your audience can turn an interruption into an opportunity. If the disruption comes from a question or comment, use it as a chance to address the audience's concerns or interests. This shows that you value their input and are flexible enough to incorporate it into your presentation. By turning the focus on the audience, you also create a more interactive experience, which can enhance their engagement and retention of the information presented.

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Ignacio Ayala Courrech

Professional highly experienced in Mainframe and cloud , Data, AI, Automation with expertise for mission critical systems Sales, Pre-sales and consulting
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El ser interrumpido te permite confirmar el camino que esta siguiendo la presentación. Se puede aprovechar para conocer el interés de la audiencia. Te ayuda a reforzar o retomar la atención.

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3 Adjust Content

When faced with an interruption, be prepared to adjust your content on the fly. This might mean skipping over a section that relies on unavailable technology or elaborating on a different aspect of your presentation that's more accessible at the moment. You should be familiar enough with your material to navigate it non-linearly, ensuring that you can always provide valuable information to your audience, regardless of the order in which it's delivered.

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4 Use Humor

A touch of humor can go a long way in managing interruptions during a sales presentation. It relieves tension and can turn a potentially awkward situation into a memorable moment. However, be mindful of your audience and the context—humor should be appropriate and not detract from the professionalism of your presentation. When used judiciously, humor can help you connect with your audience and keep them engaged through unexpected disruptions.

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AJ Cerbo

Account Executive
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Always try to connect and show a personal and human side to you. Often we stay too rigid and corporate - humor is a great way to break these barriers

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Shayne Whitehouse

Helping Businesses Transform | Sales Leadership | Digital Twins & AI Innovation
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In one demonstration, we had the demo laptop crash with BSOD, and one of the attendees muttered "Bloody Bill Gates". Our presenter without missing a beat said "no my name is Andrew". Everyone cracked up and we went from a problem to a connection. If you are to use humour, self deprecating humour works best.

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5 Leverage Storytelling

Storytelling is a powerful tool in any presentation, and it becomes particularly useful when dealing with interruptions. By weaving in relevant stories or anecdotes, you can recapture your audience's attention and smoothly transition back into your presentation. Stories make complex technical information more relatable and easier to understand, ensuring that your message remains clear and impactful even when there are bumps along the way.

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Leandro Moura

Chief Revenue Officer (CRO) na Botdesigner | Especialista em Inside Sales
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Recapitula??o e engajamento: Após responder à interrup??o, fa?a uma breve recapitula??o do que já foi discutido, destacando os pontos principais e retomando o fio da apresenta??o. Pergunte ao cliente se está claro até aquele ponto, ou convide-o a interagir mais, dizendo: "Até aqui faz sentido? Posso seguir?". Simplificar e ser objetivo: Caso perceba que a aten??o diminuiu, simplifique o conteúdo. Foque nos benefícios centrais e direcione a conversa para os resultados que o cliente realmente deseja. Mostre dados ou exemplos rápidos para tangibilizar o valor da sua solu??o. Histórias e cases podem quebrar a tens?o e manter a aten??o. Eles ajudam a conectar a parte técnica com a aplica??o real, mantendo o conteúdo mais leve e envolvente.

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6 Offer Follow-up

If an interruption significantly disrupts your presentation, offer to follow up with additional information or a one-on-one discussion. This ensures that all questions are answered and that no one leaves feeling that the interruption compromised their understanding of the material. By providing this option, you demonstrate commitment to your audience's needs and reinforce the value of the information you're presenting.

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Your technical sales presentation is interrupted. How do you keep it engaging and informative?

1

2

3

4

5

6

1 Stay Calm

2 Engage Directly

3 Adjust Content

4 Use Humor

5 Leverage Storytelling

6 Offer Follow-up

Technical Sales

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Your technical sales presentation is interrupted. How do you keep it engaging and informative?

1

2

3

4

5

6

1 Stay Calm

2 Engage Directly

3 Adjust Content

4 Use Humor

5 Leverage Storytelling

6 Offer Follow-up

Technical Sales

给文章评分

感谢您的反馈

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