Earlier this week, I spent two days with one of Vistage’s top speakers, Tom Searcy. Tom’s workshop is about Hunting Big Sales; What to do to Filter and Win the Big Deals. Filter, as in, know which ones to pursue and then what to do to win.
Our members take turns hosting meetings and the second day Tom joined us, the meeting was hosted by Shane Dittrich, CEO of T&D Metal. In reflecting on the day we spent at Shane’s location in Watseka IL, we were all struck by the experience he created for us. And for me, the connection between creating an experience and winning big deals.
Here’s what I observed.
The entire day was intentional and orchestrated – starting with the night before – where to stay, where to eat, the setup and planning of the meals, the transportation, and the tour. Instead of PowerPoint for a prop, Shane used vans from one of his businesses and gave a plant tour. When it came time to give his presentation, he just stood up in front of us and told us his story. And, he didn’t do it all himself, he delegated to several team members. As a result we were able to feel the culture of T&D.
‘Learnings’ for me from this…
-Intentionality yields results
-Given the opportunity to create an experience, do it
-Use real “props” rather than PowerPoint to tell your story
-Bring in your team in ways that demonstrate your culture