What Cooking and PreSales Have in Common
When people hear “PreSales,” they might picture software demos, client meetings, and technical jargon. When they think of “cooking,” they imagine spices, chopping boards, and family dinners. At first glance, these worlds seem poles apart. But as someone who loves cooking and thrives in PreSales, I can’t help but see their shared essence. The secret? Following a Recipe.
Here’s how cooking and PreSales align and why following the right “recipe” is crucial for success.
The Foundation: A Well-Defined Recipe
Cooking starts with a recipe. A detailed plan outlining ingredients and steps. In PreSales, the equivalent is the sales process. Just like skipping a step in a recipe might ruin a dish, ignoring discovery or rushing a demo can lead to a poorly aligned solution.
Best Practice:
Before jumping into action, ensure you have a clear roadmap. For cooking, it’s the recipe. For PreSales, it’s understanding client needs, challenges, and goals.
Ingredients: Understanding Your Tools
Great dishes rely on fresh ingredients. Similarly, PreSales success depends on having a thorough understanding of your product and its capabilities. A chef doesn’t just throw ingredients into a pot; they know how flavours blend. Likewise, PreSales professionals must know how features solve client problems.
Key Tip:
Customise your “ingredients”, whether it’s tailoring a demo or selecting the right functionalities, to suit the customer’s unique needs.
Preparation: Mise en Place
Preparation (mise en place) is everything in cooking. All ingredients are measured, chopped, and ready before the heat gets turned on. In PreSales, preparation means conducting thorough research and anticipating client questions before a demo.
Pro Tip:
The better your prep, the smoother the execution. Whether it’s marinating chicken or preparing a demo environment, set yourself up for success.
The Process: Execution with Precision
Cooking isn’t just throwing things together. Timing, temperature, and technique matter. PreSales is no different. A perfectly timed question during a discovery session or a well-placed pause during a demo can seal the deal.
What to Remember:
Stick to your framework, but allow room for creativity. Adapting on the fly, much like adjusting spices to taste, can elevate your output.
Presentation: Serving the Dish
A dish’s presentation can be as important as its taste. Similarly, in PreSales, how you deliver your solution matters. A demo isn’t just a technical walkthrough; it’s a story showcasing how your product solves problems and delivers value.
Final Touches:
Add a dash of storytelling and visual flair. Your goal is to make the experience memorable, much like a beautifully plated meal.
Feedback: The Taste Test
A chef values feedback to refine their dishes. In PreSales, client feedback is invaluable. Whether it’s after a demo or during contract negotiations, listening and iterating ensure a better outcome.
Why It’s Important:
Feedback isn’t failure! It’s flavour. Use it to adjust your strategy or product presentation to better meet client needs.
Iteration: Practice Makes Perfect
No chef masters every dish on the first try. Similarly, PreSales professionals evolve by refining their techniques. Each client interaction is a learning opportunity.
Keep Experimenting:
Try new approaches, test different storytelling methods, and learn from your peers. Growth lies in continuous improvement.
Conclusion: Master Both Arts
Cooking and PreSales share a common thread: they both rely on preparation, adaptability, and execution. And just as a perfectly cooked meal brings joy, a successful PreSales engagement creates value and builds relationships. So, whether you’re in the kitchen or with a client, remember to follow the recipe, but don’t be afraid to innovate.
What’s your go-to recipe – for cooking or client success? Let’s discuss it!
If you want to learn more about PreSales, please visit www.presales-handbook.com, buy the PreSales Handbook, or take the PreSales Mastery Course.
