Wednesday, March 05, 2008

She did it. I didn't.

One girl scored a home-run yesterday while this girl barely managed a bunt.

She did it! :)

How energizing to wake up this morning to hear that Hillary won 3 out of 4 of yeserday's Primaries. I think it's going to be a difficult case to make for her to win the nomination still and I would hate to see her win by scraping together delegates but I'm glad to see that she's not going out with a knockout blow.

I didn't. :(

I had a pretty important sales webinar yesterday for a big broker out east and, for a couple of reasons, I sort of bungled it. It wasn't an out-and-out disaster but it definitely wasn't my best performance. I've done a lot of these things now and have a pretty good patter down - I'm definitely not the world's most gifted salesperson but I know my product and I'm pretty good at building a rapport across the faceless virtual world with my prospect. Despite these things, I sort of fell apart because, for the first time, my boss was sitting in on the webinar with me.

This is totally my problem, not hers. She's a wonderful, gifted person and I certainly have no fears that she'll deliver bruising critiques on my performance. BUT she's a great presenter and a naturally gifted sales person and her opinion matters a lot to me. Knowing this, my usually relaxed, confident presentation style disappeared and in it's place emerged a stumbling, bumbling, amateur who just was trying too hard.

Instead of letting the product speak for itself and confidently selling it's benefits, I practically beat the prospect over the head with our comparisons against the competitio - I'm pretty sure I came across as just a little desperate and as if I was making excuses for our product (which admittedly has some improvements to make in some areas to stand up to one competitor's product - but then it's my job to get past those). I missed benefits, I lost flow, I developed nervous 'repetitive phrases' (I can't remember what it was now but I know I kept repeating the same thing and couldn't stop), I failed to move the meeting forward and got stuck on questions.... in short I did many of the things that I critique other webinar presenters for doing.

I was so disappointed in myself. Not only did I miss a key oppportunity to make a good first impression with this client, I left my boss with the impression that I've been giving 3rd-rate webinars for the past 12 months. I know, if I was her, I would be thinking: Wow, how much more business would we have closed if she could improve this webinar?

I spent all morning being determined to pretend this was just any other webinar, that I wouldn't think about her being there, and then failed to pull it off. I hate that. And it's just plain stupid - it's a self-created phobia based upon nothing truly solid - I can do it, I've been doing it for a year, and I like my boss. What the hell is my problem!?

1 comment:

e said...

Hah! I know what you mean. All my life, any time I've had to "perform" in front of my superiors, I've always choked. I think it's only recently that I got over that, but I know what you mean. The worst is thinking that now she thinks you're not as good as you are. But you know you're awesome, that's key. And maybe you can just tell her what happened and that you were nervous, I bet that happens all the time.

Related Posts with Thumbnails