I was somewhat embarrassed when one my long time friends and business associates contacted me last night to comment on yesterday’s white board post. “I never use Power Point”, was his first comment…and I know he closes some very big deals. But his second comment was a correction, and he’s absolutely right! “Your competition will likely see your notes if you leave them there.”
I was reminded of one of my first big deals at the start of this business. The meeting was set to be held in the decision maker’s office, and I had spent several hours deliberating over the scope, sales call plan, and of course, pricing. The price was the hard part. I didn’t want to lose the deal to price, I didn’t have a reputation that justified a big price, and I didn’t want to undersell this, leaving me with a great project for no money. I finally settled on a price I thought would work, but when I entered the office my competitor’s notes were on the board. Their price was far higher! So when the time came to give a price, I confidently put forth a price 60% higher than my original estimate. The deal was agreed to the next day, and I was the winner. Bottom line…don’t leave anything on the board for your competition to see. (Another strategy might be to put some wrong information up their in an effort to lead them astray…said with a chuckle).
© 2011, David Stelzl