I have a good number of friends and acquaintances that work or have worked in sales environments, typically for the IT multinationals. Today, I received an email from of one such individual who has just switched companies in an attempt to move upwards in the sales hierarchy. Typically, when you join a new company, each new hiree is called upon to make a product pitch in front of a panel of sales managers and coaches. The idea being, of course, to ensure that all sales representatives have mastered the art of making the perfect sales presentation, well before they ever have the opportunity to step into a corporate boardroom to do a sales presentation or demo. My friend asked for my input, and I wanted to say, quite simply, get a hold of it.
The thing is, today, no matter how rehearsed you sound when doing a sales pitch, it’s gotten stale. Procurement teams have heard it all, from the polished sales pitch, to the mediocre sales pitch and even the dreadful sales pitch. And the good sales pitches are all starting to sound alike. It’s time to Up the Annie, and this means, in part, bringing in the props. What better prop than the Banner Stand.
These are ideal actually because once you’ve set one up, you can literally forget about it. Forget you may, and yet, it will serve as a constant branding statement as you make your presentation. These are literally like colour screen televisions that are frozen on one particular advert – your company’s advert. A typical Banner Stand has the company’s logo, its mission statement or business vision or logo, and reference to your company’s product and/or service range. As soon as it’s set up at the front of the room, a Banner Stand serves to enhance a company’s brand image and reputation.
The most popular Banner Stand is the Retractable Banner, more commonly called the Roll-Up Banner. It’s well-loved by all presenters who have had to walk into a presentation room, and have managed to set the Banner Stand up in a matter of seconds. Quite simply, the Retractable Banner helps make a perfect entrance statement. In today’s marketplace, potential clients want to see results, even before they’ve actually started doing business with a particular provider. This is why, walking into a presentation room, with authority, appeals so much. Quite simply, it suggests ‘we mean business’.
The Retractable Banner Stands are practical to bring along to any trade show or exhibition or even to any of the annual social events. With time, sales teams find that they start to use their Banner Stands as a centrifugal force. The sales rep. may initially step out from behind a sales booth or presentation table to walk towards a potential client. He or she may then do some active listening, and probe into the potential client’s needs or desires. And then, at a well orchestrated moment, the sales representative will turn to the potential client and say something like, “Would it be beneficial for you to see a little more about what we, here, at Company ABC, are about?”, all the while directing the potential client over to the Banner Stand.
Trust you me, if my friend were to present with a Banner Stand, I’m willing to bet that he would walk out of the presentation room, having closed the deal.