During the last 17-plus years, I have been part of, or have watched, hundreds of sales presentations. More recently, I viewed a series of sales demonstrations, and all but one of four sales teams opened their presentations the same way.
Here are three openers you need to avoid when starting your sales presentation:
1. Social chit-chat. Contrary to popular belief, engaging the prospect in social chit-chat at the beginning a sales presentation is not a good use of time. You may think it's important, but your prospect is busy and wants you to get to the point — quickly — so he can get back to work.
Continue Reading for Free
Register and gain access to:
- Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.