The Presentation Trap: Why Making Presentations Can Cost You the Sale

[Admin Greg]

In many conversations with sales professionals, I am often surprised that even the most sophisticated professionals get caught in the presentation trap. They spend an inordinate amount of time preparing for a razzle-dazzle presentation and often lose sight of the issues at hand. Everything salespeople do before—the prospecting, contacting and qualifying of potential customers—seems to be aimed at creating the opportunity to present their solutions.

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