3.4 TOOLSET - The Presentation / The Longer You Wait the Faster Your Path to Success

Part of a salesperson’s job is educating prospects and customers. The question is, are you educating them on your solution or their problem? If your sales process requires you to demo or offer a capabilities presentation early in a buying cycle, go for it. But you don’t have to stand and deliver a canned pitch or elaborate story. You can use the time to better understand the buyer’s Wants, Impacts and Needs so everyone involved is on the same page and you have the insights you need to make a strong recommendation.