9.5. Q&A

In a pitch situation, sensible people will rehearse their presentations. The most sensible people will also prepare for the Q&A that comes at the end.

Increasingly, because the sensible people are rehearsing their presentations, buyers are finding it more difficult to justify eliminating bidders based on their presentations and are placing more reliance on the destructive capability of the Q&A session. If this sounds negative, remember what we said at the very start of this chapter. The good I Owe U salesperson will normally have already won the hearts and minds of the buyer long before the pitch meeting or ‘beauty parade’ (as they are sometimes called).

Of course, there are situations where there are two bidders who are difficult to ...

Get Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.