ACTION 2: INCLUDE OTHERS IN THE PRESENTATION AND ASK FOR FEEDBACK

Although the topic of discussion is now your product or service, it’s still not all about you; it’s about you and Them. A focus on this “we” dynamic continues to engage your buyer in the conversation and differentiates you from your competition. They remain engaged when you include Them as you facilitate the presentation of your solution. A solution presentation is not necessarily a stand-up presentation, it’s however you first communicate the information about your solution.

Put yourself in the mode of buyer and suppose you decide to purchase a new sofa. The furniture showroom seller does a great job of investigating your POWNs and points to your sofa options. She then leads you ...

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