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So basically anyone that can understand the basics of a good salesman from Wolf of Wallstreet can land deals better than the “moderate” personality types that h

So basically anyone that can understand the basics of a good salesman from Wolf of Wallstreet can land deals better than the “moderate” personality types that have been shown to statistically deliver better sales results for most companies? Am I missing something about how those studies were conducted that this emotionally based rather than fact-based approach is better at conversion rates than a mix of approaches? On the flip side, is this why more successful people have a habit of defaulting to “no”?

GiuseppaAcciaio 8y ago
I wouldn't think this as an "either / or" approach: in my experience, a sales pitch and a deck are very rarely the deciding factor in closing a sale, however they can help tremendously. The key aspect here is that a pitch like the one described is usually made to very senior people in an organization, who have little time and mental bandwidth to endure through a list of facts and figures and shudder product features: getting them invested in the result that would come from adopting the product/service is the ultimate goal, not closing the sale at that stage. You still need to do all of the good (i.e. fact-based) salesman work, but that is done at a different time: either ahead of the executive presentation (in which if you did things right you may have the buyer on your side in making a case for using your product/service), or as a consequence of it. To me what's interesting is not the deck itself, but the focus shown by the company on sticking to their marketing points and on enabling their salespeople to do their job more effectively (you have no idea how many times I have had to figure out on my own what to answer to a prospect that was asking "what makes your company/product/service different from any of your competitors?"...).
empath75 8y ago
You can't present facts to people if they aren't paying attention. This deck is merely to get attention. The numbers come afterwards.

GiuseppaAcciaio 8y ago

I wouldn't think this as an "either / or" approach: in my experience, a sales pitch and a deck are very rarely the deciding factor in closing a sale, however they can help tremendously. The key aspect here is that a pitch like the one described is usually made to very senior people in an organization, who have little time and mental bandwidth to endure through a list of facts and figures and shudder product features: getting them invested in the result that would come from adopting the product/service is the ultimate goal, not closing the sale at that stage. You still need to do all of the good (i.e. fact-based) salesman work, but that is done at a different time: either ahead of the executive presentation (in which if you did things right you may have the buyer on your side in making a case for using your product/service), or as a consequence of it. To me what's interesting is not the deck itself, but the focus shown by the company on sticking to their marketing points and on enabling their salespeople to do their job more effectively (you have no idea how many times I have had to figure out on my own what to answer to a prospect that was asking "what makes your company/product/service different from any of your competitors?"...).

empath75 8y ago

You can't present facts to people if they aren't paying attention. This deck is merely to get attention. The numbers come afterwards.