Presentations have the power to create business, proposals don’t. Leads are great, but what do you say when you make the call, and if you get the meeting, do you have anything of value to present?
Company overviews and product data sheets are, in my opinion, a waste of time. No one needs this stuff until they clearly see a need, and make the connection; you are possibly the person to meet that need. Take a look at your presentation materials. Look at what you present by phone, and then, what you bring to that first meeting. Does it educate prospects on something they really need, but don’t really understand? Does it interrupt their thinking, causing them to be alarmed by what they missed? Does it create an urgency that reprioritizes their week? This is the making of a great sales call.
P.S. I now have dates posted for the Virtual Program: Principles of an Effective Value Proposition – Don’t miss this! (CLICK)
© 2011, David Stelzl