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

  1. Admin Greg

    Admin Greg Senior Member Staff Member

    2,517
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    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.

    http://www.eyesonsales.com/articles.php?a=473
     
    Dec 9, 2005
    #1
  2. Muppetgal

    Muppetgal Member Silver Member

    172
    0
    our whole business is based on "presentations" though!

    I guess maybe starting off a show by asking what are the main things people would like to see, what kind of problems do they have in the kitchen, what would they change as far as cooking goes?

    stick to the products that make life easier, because inevitably the biggest answer to the above questions is going to be "need more time, or make it easier". Food choppers, stoneware, garlic crusher.....focus on those things then?
     
    Dec 9, 2005
    #2
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