Presentations Are Security Blankets

Salesopedia.com offers an article from Jeff Thull discussing sales presentations.  This topic is a tricky one for salespeople and managers – most view presentations as a good thing…a chance to discuss your offering with a prospective customer.  But here is the “trap” that can occur in an ill-timed presentation: Look at this from the customer’s perspective. Based on what we said about the customer’s area of comprehension, it is highly likely that two-thirds or more of the information that customers hear falls outside their area of comprehension. Further, what they do hear sounds very much the same. What does the customer understand? Price. As you may already expect, everyone is… Read More

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