In this episode, Mike and Scott discuss staying on track during a presentation, how to avoid a catastrophic derailment, and different ways to tell you if you are on track or off the rails.
If you know (and your customer) where you are going in a sales pitch, you will be able to steer and pivot in different ways to drive a successful pitch and action.
If you have done your homework and set up the presentation correctly, the prospect should ask these questions in this order:
During a presentation, if you are listening, you can usually gauge interest from the customer's questions or objections. When the customer trusts you, barriers begin to come down and you can begin the presentation on solid ground. The key is developing that trust! And trust can take a long time to establish. Name-dropping can create credibility and establish early trust by leveraging on the trust someone else has built.
Join us in this episode as we discuss ways to prepare yourself for your presentation and share personal stories about what happens when you don't!
We also discuss questions that mean stop! Bring paper and pencil for this part!
Scott Schlofman
Mike Williams - Cell 801-635-7773
#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
