You think you have a cool product presentation? So does every competitor you’ve got.
No matter how good it is, your generic presentation casts your product or service as a commodity, not as a solution to the particular customer. Customers don’t care about your products; they care about their own problems and opportunities. They want to know that you understand their problems before you start talking about how your wares can “solve” them.
When salespeople understand their customer’s needs before presenting their products, the presentation can be tailored to hit specific hot buttons. This also avoids many objections that commonly arise later in the sales cycle.
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