Sandler Sales Institute Tip of the Month
Can a Great Presentation Turn the Tide of a Sale?
A really great presentation may cause a "fence sitter" to get off the fence. But, if you rely on your presentation to convince, persuade, entice, or motivate a prospect to buy your product or service, you put too much pressure on yourself and your prospect.
Conceptually, prospects should be "sold" before you make your presentation. They must develop a view of your product or service as the best fit for their problem, need, or challenge during the development process.