A New Presentation Model

By Sharon Drew Morgen

When sellers stand in front of prospects to present, they assume that if they position their solution in just the right way, offer just the right information according to the buyers need, the buyer will know what to do with the information.

And yet there is no higher success rate following a good presentation than any other form of pitch. Obviously, if the seller got it right, theyd close a lot more sales.

Whats the problem? Information does not teach people how to decide. Until or unless buyers know how to recognize and manage all of their internal decision elements the people, the policies, the initiatives, the relationships, the vendor relationships they will take no action and make no purchase. If the internal decision factors have not been addressed, any change like a product purchase will bring disruption to the system. And buyers avoid the disruption more than they seek a solution, or they would have resolved the need already.

Use your time in front of the buying audience to help them get together and agree to a new solution. Once they are done even if you have only 15 minutes left then you can present and they will be able to hear you.

Video produced by CanDoGo, www.candogo.com. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

Category:

Education

Tags:

• presenting
• buyers
• buying criteria
• sharon drew morgen
• pitch
• product