The presentation doesn’t always tell the truth.
We tend to believe what people say and what we see.
We are trusting and gullible in that way.
After all, the brochure is SO well done and says all the right things and MORE.
We read it and try not to let our enthusiasm show . . . This all seems too good to be true.
What it does not and cannot say is how much the person serving us CARES!
My favorite presentations are the ones that begin with a blank piece of paper and a pen.
The sole focus of the “Sales Person” is on the client and her NEEDS and WANTS relative to the product or service being offered.
Only after identifying these needs and wants does the sales professional shift into a collaborative brainstorm with input from all stakeholders to build a cool strategy to acheive the goal.
In this way, we know that the solution is a custom design that WE had a say in creating.
We also know that this sales professional respects and cares about us and has full investment in getting it DONE!
THIS is what we (your prospects) want from you.
PS: If you have a fancy brochure, by all means give it to us at the end of the meeting or send it to us later.
We might read it before it hits the round file 🙂