Who is the most important person on the sales call the client or prospect of course. So why do we so often see salespeople start a "capability" or "solution" presentation with information about their own company? If you want your audience sitting up and listening make the first slide (after the title slide) about them. Our favourite heading for this slide is "issues you probably face" or "challenges in your business". Watch the difference in how they respond and open up to you when they see you really understand their business and their situation.
June 2, 2009