Presentations – It’s Sell Time, Not Show Time
When you have the opportunity to make a presentation to a new prospect or client, the desire to share as much information as you have available can be overpowering. You want to share all you know about their problem, your solution, and the benefits they can realize.
While we want that enthusiasm to shine, it is important to remember that every interaction with a prospect is a selling moment. This means that you need to provide targeted information that offers plenty of opportunity to ask more questions and to continue the discovery process. While you may be confident in your offering, you need to allow the prospect to provide you continual feedback on what you are proposing.
Keep the conversation going. A great presentation is not a monologue, it is a dialogue.