How to Deal with Energy Vampires During Sales Presentations

"Great spirits often meet with violent opposition from mediocre minds."

Albert Einstein

Have you ever been in a situation where you are presenting your products or services to a group of people? I don't suppose you've ever got so excited about your offering that your conviction may have, inadvertently, rattled a few cages?

Well this is exactly what happened to a good friend of mine when he presented to a small group of entrepreneurs. On this occasion, it seemed that one particular cage was shaken, not stirred. The poor shaken soul was so upset by the experienced, I was genuinely concerned that he may have ended up with PTSD - post-traumatic stress disorder.

My mind soon changed as I witnessed the traumatised individual to lashing out at the speaker, leaving the latter in a very uncomfortable position. Admittedly, I was surprised that one person's passion was upsetting another person's sensibilities. Soon enough, the traumatised individual, now looking like a real victim, started making disparaging comments which just sapped away the high energy of the room.

Up till now 8o% of the audience members were ready to commit to an investment with my friend's organisation. Once the energy level was drained, everyone's interest fell dramatically. But as far as the 'victim' was concerned, he felt like a martyr and believed the rest of the audience was on his side.

So what do you do when your presentation goes from sweet to sour and you lose your edge?

Two strategies:

1. During the sales presentation
If someone is as vocal as our 'victim', do NOT go on the attack. The crap they're giving is just a front for other esteem issues. They will never tell you the real truth why they are rabbitting on. Believe it or not, your customers do LIE to you. Instead, if you have a colleague present, ask them to give the heckler a 1-2-1 attention outside the room. The last thing you want is to lose momentum that you've created during a great presentation because of one energy vampire.

It is up to your colleague to find a win-win-win scenario with the ejected member of the audience. Failing that, they can ask them to leave.

2. After the sales presentation
This is a damage-limitation exercise. You must ensure your reputation remains intact. Telephone the audience members and speak to them individually to ensure they were not feeling too much discomfort. I did this on behalf of my friend. Although, some of them did find my friend a bit too strong in his salesmanship, others found the 'victim's' ranting highly annoying. Fortunately, most of these people were happy to re-commit with my friend.

If the audience is far too big, find a more creative way of communicating with them in a positive manner and with good intention.

How would I have dealt with a heckler?
In all honesty? Probably not too dissimilar to my friend, although I probably would have utilised the first strategy earlier on.

If provocation of the heart and the mind seems to upset some people, then great. You are doing your job. As a presenter of a product, you are not on stage for your own personal therapy so that you can receive a standing ovation. That, my friend, is called having too much ego.

Presentations that provoke discomfort and pain that leads to growth. That is about being customer-centric. Presentations that are politically correct and is easy to bare leads to mediocrity - both in you as the presenter and, worse still, your customer. They deserve better.

If you have customers who do not like growth, get rid of them and get ones who would appreciate your service. Let's face it you will never please everyone. If you thrive on getting unconditional love, then get a dog.

Never give energy vampires too much attention. They thrive on it. Instead, give the time and energy to those who value what you have to offer.

Have an amazing week!

The Persuader