One Thing You MUST KNOW to Succeed in Business

DID YOU KNOW an excellent primer on sales and sales presentations is as close as your television set or computer screen?

I’m talking about ABC’s Shark Tank. Perhaps no other show better exemplifies the principles of how to succeed … or fail … in the business of sales.

I watched an episode this week, for instance, that highlighted some of the ideas we’ve spoken about recently.

Here’s what I mean:

A year or so ago, a gentleman from Illinois … a very likeable guy, named Dave Alwan … approached the Sharks, hoping to walk away with investment funding to grow his business.

Dave is a provider of “butcher shop quality” meats, and the Sharks RAVED about his product when they taste tested it.

Unfortunately, though, Dave didn’t have a sales strategy in place, prompting Shark Kevin O’Leary to remark, “I can’t call your business plan bad … because there isn’t one.”

Mark Cuban piped in with, “[Your product] is great! But coming in unprepared doesn’t cut it … I’M OUT!” (The two most dreaded words on the show.)

Like many who appear before the Sharks to seek capital, Dave walked away with nothing (but experience) to show for his efforts.

[clickToTweet tweet=”He wasn’t hearing “No” forever … only for this time.” quote=”He wasn’t hearing “No” forever … only for this time.”]

But Dave Alwan learned the lesson … and he returned

Earlier, I wrote about the importance of resisting the temptation to instantly become defensive when your offer meets resistance or is rejected outright. Defensiveness leads you into “convince mode,” then the sales conversation becomes a battle – where you are pitted against the prospect to see who will win and who will lose.

To Dave’s credit, he avoided defensiveness. He knew he had “lost the sale,” but he also realized he hadn’t lost the potential. He wasn’t hearing “No” forever … only for this time.

Dave knew he was capable of doing better. He went back to the ranch, did his homework, and came bouncing back with a solid plan … a STRATEGY for SUCCESS.

Facing the Sharks again, Dave said this:

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