sales woman presenting at white board to her laptop camera (Photo: Shutterstock)

You sell insurance.  Maybe you sell investments.  You sell to individuals.  You sell to businesses.  Regardless of the situation, you are talking to prospects.  You’ve heard a famous quote attributed to IBM’s Tom Watson:  “Nothing happens until a sale is made.”  How do you get the prospect to become a participant in your presentation instead of just an audience?

1. It’s all about them.  Problems need solutions.  Sometimes you do analysis to determine there is a problem.  They have an issue.  A pain.  Something that keeps them awake at night.  What you are going to talk about is finding them a solution to their problem.

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