- What percentage of your sales presentation/proposal is devoted to describing your company and your solution?
- What percentage of your sales presentation/proposal is devoted to describing your customer’s business, their problems and objectives?
- How well do customers understand their own problems?
- How much of your presentation is focused on persuading and convincing?
- How well can your customers connect your solutions to their business situation?
Source:
The Presentation Trap: Why Making Presentations Can Cost You the Sale
by Jeff Thull
The CEO Refresher, October 2006
Subject: Sales Questions
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