by Bernard-Alain APPADOO
I would like to make better sales presentations.
presentations worry be a little.
Sales is less about making a glitzy presentation than it is understanding what problems your product (or service) solves and then going about discovering if your prospect has those problems.
To facilitate the discovery you need to build rapport (so the conversation lasts a while), ask discovery questions, LISTEN to the answers, probe to uncover more problems and if your offering can help. Then you build value using the criteria and language of your prospect.
Prospects are less interested in the facts about your product and more interested in what it can do for them specifically.
Hope this helps, Greg
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