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Contagious Selling: How to Turn a Connection into a Relationship that Lasts a Lifetime by David Rich

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CHAPTER 6

Making a Contagious Presentation

While there are no universal sales presentations, the one thing that is certain is that a presentation is a vital part of the sales process. It’s your chance to captivate your customers. There are a few unique aspects of the sales presentation in comparison to other sales situations. The first is that it is the only time in the sales process that is a monologue. Your presentation should be the time for you to explain to your customers why they should do business with you. It is your time to shine. I have found that the exact extent to which salespeople were good listeners during their fact-finding is the extent to which their customers listen during the sales presentation. If you’ve allowed your customers ...

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