CHAPTER 23
The Presentation Stage
How good a storyteller are you? You know how to open the sales call; you’ve asked questions and listened patiently during the Needs-Analysis stage; you even summarized your understanding of the buyer’s needs, and the buyer agrees to your assessment; now you follow the next natural step on the value-added sales call as you enter the Presentation stage. This is your time to talk during the sales call. You are the face and voice of your solution.
Top-achieving salespeople invest 56 percent of their time in the front half of the sales call opening and probing. They told us in our BSP research that they invest 27 percent of their time in the Presentation stage. Think about this: about one-fourth of their time is ...
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