Making Presentations vs. Making Sales


Being comfortable and easily approachable are great traits for any sales rep.  On the other hand, enjoying making presentations too much can become a major conflict.  This can lead to becoming too anxious at substituting a presentation for difficult conversations or discovery.

There is a proper time and place for presentations in the selling cycle. There is also a proper reason for presentations that are in your best interest. Try to avoid making so many presentations. Also, try to avoid pontificating the value proposition of your company or the wonderful features and benefits of your service.

The best presentation you will ever make is the one you never have to make. Believe it or not, the fewer presentations you make, and the fewer proposals and quotations you submit, the more deals you are going to win. Presentations have very little to do with making sales.

Leadership vs. Management

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