CHAPTER 2
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. ...
Get Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
