CHAPTER EIGHT
MAKING PERSUASIVE PRESENTATIONS
I am not judged by the number of times I fail, but by the number of times I succeed; and the number of times I succeed is proportional to the number of times I fail and keep trying.
—Tom Hopkins
THE PRESENTATION is the “inner game” of selling where the sale is actually made. It is during the presentation that you transform a skeptical or unconvinced prospect into a committed customer. An effective presentation can increase your sales by several times over an unplanned and uncoordinated explanation or demonstration of your product or service.
During the questioning phase of the sales process (see Chapter 6), where you ask excellent questions designed to elicit wants, needs, desires, and buying ability, ...
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