SellingSecrets.com > Success Stories > The Buzzer Sells Another Million Dollar Deal
created on 3/28/2007
We were in the final stage of selling a surgical repair service to a large hospital, and we were the last group to give a 20-minute presentation after seven competitors. In the previous presentations, everyone had used PowerPoint®. So, when we walked in, they naturally asked where we wanted to plug-in. When we announced that we were not using PowerPoint, the audience was so relieved that they actually clapped and became quickly intrigued when we handed out the board game.
Prior to the presentation, I bought five Operation games (by Milton Bradley®) and bent out the forceps to make it more difficult to play. We passed out the games and proposed a contest to see who could get the bones out first. The game grabbed our audience's attention; they laughed, had fun playing and got frustrated trying to use the bent forceps. After the game was over, our team talked about how frustrating it is when your equipment doesn't work properly. The point was made, and they got it.
Then, my team used a Number Play around why facilities come to us. The Number Play highlighted my company's uniqueness by identifying the savings made through services and education. We used the rest of the time in our presentation for the audience to ask us questions, which engaged them more and worked out really well. It was Power Messaging all the way!
A few weeks later, I ran into one of the decision-makers that were in that meeting The person immediately recognized me and said, “Hey, you were with the guys that brought in the Operation Game.”
The final result: we beat the competition and took over the service agreement for a $1,000,000 a year contract with the biggest hospital in the area. Props are such a valuable tool to master.
Thanks to the Corporate Visions' coaching team for their help and for coming through the night before we presented.
— Ryan S., Account Representative, Major Health Services Provider
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