Selling Today: Partnering to Create Value, 14/e

Rehearse the Presentation

While you are actually putting on the presentation, you need to be concentrating on a variety of details. The movements you make and what you say and do should be so familiar to you that each response is nearly automatic. To achieve this level of skill, you need to rehearse the presentation.

Rehearse both what you are going to say and what you are going to do. Say the words aloud exactly as if the prospect were present. It is surprising how often a concept that seems quite clear as you think it over becomes hopelessly mixed up when you try to discuss it with a customer. Rehearsal is the best way to avoid this embarrassing situation. Whenever possible, have your presentation/demonstration recorded before you give it. ...