Present Well to Make Your Case
Start with impact. Don’t waste valuable time talking about your company or your products, services or solutions. Instead, demonstrate that you understand your prospect’s pain, problem, concern or issue. This will capture their attention. One of the most fatal blunders salespeople make is to spend the first five to 10 minutes of their presentation talking about their company. I have heard far too many salespeople tell prospects how long they have been in business, about the awards their company has won or what makes them different. But this approach does little to interest or engage the prospect because it does not address their key concerns. Read More
