Have you ever given a presentation to a prospect who seemed ready to buy…but found that, for some mysterious reason, the opportunity went nowhere once your presentation was complete?
Maybe before your big meeting, you were getting only “green light” signals from the prospect. Maybe you decided that, because things seemed to be going so well, you were going to go all out and share everything you had in your arsenal, even adding some new “bells and whistles” that the prospect had not seen before. Maybe you thought the presentation went quite well. Maybe you expected a “yes” answer on the spot.
Why then, did the prospect tell you that it all seemed very interesting and that the two of you would be in touch? Why did the sale feel further away at the end of your presentation than it did at the beginning?
One possible explanation: In your excitement to go all out for this prospect, you threw in new elements, new features, new benefits, new pricing, or even entirely new solutions. And when you did that, you gave the prospect the best reason in the world to postpone a decision: too much information. If you had left the educating for after the close, you’d have been better off.
See the rest of this tip in part 2!
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