You can’t tell them; you must show them

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Focus your presentation.
Make your presentation all about the customer. It’s not about you, your company or your product.

Virtually every sales presentation I have been subjected started with the salesperson talking about their company; reciting stats about how long they have been in business, who they have as clients, etc.

Adapting the presentation to meet the specific needs of each individual customer is what the top salespeople do.

Regardless of what your marketing department thinks people seldom care about your company.

They want to know what problem your solution will solve. Avoid using unnecessary jargon or terminology. The simpler your presentation, the easier it is to understand.

Trust is essential.
If people don’t trust you chances are they won’t buy from you.

This is more challenging than it sounds because your prospects are inundated with calls and emails from other people all trying to sell them something.

And, because of the less-than-honest experiences bolivia telegram data decision-makers have encountered, they are more reluctant to trust someone they don’t know.

That means you need to demonstrate exactly why a prospect should trust you.


You can do this by acting in a professional manner, treating the people at your prospect’s company with respect and dignity, and respecting the time of your prospect.

Show value.
The best way to demonstrate value is to show exactly how your solution will benefit your prospect.

Contrary to popular belief this does not mean talking at great length about it or telling your prospect everything there is to know about your product or service.