Rusty's Favorite 2WIN! Moment
Multi-Million Dollar Praise
2WIN!® Global Instructor and Sales Representative
My Favorite 2WIN! Moment
One of the most enjoyable aspects of conducting workshops is the opportunity to interface with, and to get to know, our customers. Last year I had the pleasure of working with a woman responsible for overall sales enablement for one of our customers. Part of her role included attending every workshop we conducted.
After I had conducted a couple of workshops for them, she became an outstanding contributor – almost like a PA (i.e. Professor’s Assistant) on a collegiate level – as she begin to bring back “success stories” from the field. At the 3rd workshop as we were getting ready to begin discussing the use of Tell-Show-Tell Loops, she asked if she could address the class for a moment. I, of course, yielded the floor (by sitting down as she stood up!!) and she begin to tell about an experience she had had the previous week.
One of her pre-sales people, who had been through the Demo2WIN!® workshop the month before, had given a demonstration two weeks ago to a very large prospective customer…a deal in which they were facing very stiff competition. She described how this person had prepared a very solid demonstration, using the Demo2WIN! techniques she’d recently learned, and it had been an overwhelming success. She said the Executive VP for the prospect stood at the end of the presentation and profusely thanked the pre-sales person for what he claimed to be the most effective, succinct and compelling presentation he had ever seen.
The prospect signed the multi-million dollar deal the following week!
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