Discover how to recover during and after a bad sales presentation.
No one is perfect, and that includes medical sales professionals. Even the most experienced and well-prepared salespeople can sometimes find themselves in a difficult situation when presenting to a client. Maybe your pitch didn’t land as well as you’d hoped, or maybe the client asked a question that you weren’t prepared for.
It happens to the best of us, but the key is to not let it throw you off your game. We’ve compiled some tips for quickly recovering from a less-than-perfect presentation, getting back on track, and if necessary, salvaging a pitch that has gone awry.
How to Recover During Your Pitch
You’re in the middle of your pitch, and you can tell it’s not going well. Maybe the client looks bored, or they keep interrupting you with questions. Maybe you said something that didn’t land the way you’d intended, or you can tell they’re not interested in what you’re saying.
What should you do?
Take a Deep Breath
It’s okay to be flustered or nervous after a tough moment in your presentation, but try not to let it show. Take a few deep breaths and try to relax. This will help you compose yourself and get back to the task at hand: delivering a great presentation.
If you feel like you need a minute to collect your thoughts, don’t be afraid to take a brief pause. Just explain that you want to make sure you’re covering everything and then jump back into the presentation.
Remember, the only reason you’re feeling nervous in the first place is because you care about doing a good job. Use that energy to your advantage, and channel it into delivering an even better presentation.
Instead of dwelling on the mistake, focus on what you can do to make the rest of the presentation great.
Acknowledge the Issue
After a hiccup in your presentation, one thing you can do is acknowledge the issue. This shows that you’re aware of what went wrong and that you’re taking responsibility for it. Something as simple as saying “Let me try to explain it another way” can make a big difference.
If it wasn’t a big enough mistake that it can’t be ignored, it’s best to address it. If you try to ignore the issue or pretend it didn’t happen, it will only make the situation worse. Most likely, your prospective client will be uncomfortable for the rest of your time with them.
If you think about it, acknowledging the issue is a way of building trust with the client. They’ll appreciate your honesty, and it can make them more likely to listen to what you have to say.
How to Recover After a Bad Pitch
So you made a few mistakes in your presentation and the client wasn’t impressed. It’s all said and done, and the client has already decided not to use your product or service. Is there anything you can do to salvage the situation?
First of all, don’t give up. Just because the client wasn’t interested in what you had to say the first time does not mean that they’re completely beyond convincing. They may just need more time to think about it, or they may need to see the product in action before they’re ready to make a decision.
Let’s take a look at some specific steps you can take to try to salvage the situation.
Follow Up With the Client
If you have the client’s contact information, reach out to them after the presentation and see if they’re interested in learning more about your product. You can also offer to answer any questions they may have. Ask them what turned them off about the product and see if there’s anything you can do to change their mind. Understanding and owning up to what went wrong is the first step to fixing the problem.
It’s also a good idea to send them additional information about the product, such as case studies or testimonials from satisfied customers. This will help them see the value in your product and may change their mind about buying it. For instance, if you’re selling a medical device, you could send them case studies about how the device helped other hospitals improve patient care.
Even if the client still refuses to use your product, you can at least learn from the experience and do better next time.
Learn From Your Mistakes
The definition of insanity is doing the same thing over and over again and expecting different results.
This is definitely true when it comes to sales presentations. If you made a mistake in your presentation, don’t repeat it in future presentations. Learn from your mistakes and make sure you don’t make them again.
If the client has decided to give your pitch a second chance, make sure you deliver on your promise. This means being better prepared, staying on topic and making sure your presentation is error-free.
For example, if you promised to send the client additional information, make sure you send it in a timely manner. If you said you would follow up with them, set a reminder to do it the next day. Fulfilling your promises is a great way to build trust and improve your chances of making the sale.
Don’t Internalize Your Failures
Sometimes failure is inevitable, no matter how well prepared you are. In these cases, it’s important to take a step back and examine what went wrong.
First of all, don’t beat yourself up about it. Everyone makes mistakes, and everyone has bad days. The important thing is to learn from your mistakes and do better next time.
Try to identify the specific reasons why the sale went wrong. Was it because you didn’t do enough research? Was it because you didn’t prepare enough? Once you know what went wrong, you can take steps to prevent it from happening again.
Don’t fall victim to impostor syndrome or feel like you aren’t qualified to do your job. Just because you had a bad day doesn’t mean you’re not good at your job. Even the best medical sales reps have days when they don’t make the sale.
Remember that every client is different. What works for one client may not work for another. This means you need to tailor your presentation to each individual client, taking into account their specific needs and wants.
By following these tips, you can recover from a bad sales presentation and improve your chances of making a sale. Remember, it’s not about getting everything perfect the first time around. It’s about learning from your mistakes and doing better next time. With practice, you’ll be giving killer presentations again in no time.