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Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology by Doug Devitre

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CHAPTER 2

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SELLING ISN’T TELLING: PROBLEMS WITH MOST SALES PRESENTATIONS

Selling isn’t telling. You have to show them how to buy.

—BRIAN TRACY

The biggest problem most sales professionals create when they deliver a sales presentations is, “They assume the customer needs to know what the salesperson needs to know in the order that the customer needs to know it.” In other words, a pre-determined order of presentation slides (assumptions) will never match 100% of the order of the questions the customer will ask and cause resistance in the conversation because the customer will think about their question while the professional is on a different slide. ...

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