LOST

There are many reasons why you may feel yourself lost in a presentation, demonstration, or even a simple discovery call. Maybe in a discovery call, the prospect starts talking about something you do not understand or you are giving a presentation and your audience is looking perplexed. There is a simple framework that you can use to help get back on track. Men are typically categorized for being one who do not like to stop and ask for direction, maybe it is because we don't want to admit that we are lost or that we do not know where we are going. In sales, not admitting this and being willing to ask for direction will often result in losing a deal, so it is important not to let this get in the way.

When you find your self getting lost...S.T.O.P.

Stop - Do not continue. We often make the mistake of pretending to understand and think to ourselves, "we will figure it out after the call". If you are going the wrong direction and you keep going, you will only get more lost. If you're lucky you might find your way, but why leave it up to luck? STOP.

Take a Step Back - Ask your audience for permission to pause and communicate that you are currently lost, that you are unclear of what the group is talking about. I will often ask the group, "Can I interrupt for a moment, I feel a little lost and need to take a step back?"

Orient - Go back to your last known location. Review what you last understood by clarifying and getting feedback to validate where you first got lost.

Pursue Understanding - Slow down and proceed with caution on moving forward. Make sure that you validate your understanding by restating the information.

By following this method, you can make sure that you never end a discovery or your audience never leaves a presentation confused and lost. Additionally, you will be much more respected by taking the time to ensure that everyone is on the same page.