12.4 Describe elements of an effective group presentation
Preparing a sales presentation for a group is more demanding than one-on-one sales calls. Meeting the diverse needs of the audience can be very challenging. Therefore, Rule One is to identify the titles and roles of the people who will attend. Among those attending, who is most likely to influence the buying decision? If you learn that the audience will include the prospect’s CEO, your CEO should be there. Anticipate that the audience will include demanding, high-level decision makers who will likely ask some difficult questions. Be prepared!29
Preparing a sales presentation for a group is more demanding than one-on-one sales calls. Too much ...
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