In This Chapter
Ensuring a good first impression
Following the basic rules of presentations
Making sure the product is in the spotlight
Using visual aids and demonstrations to your advantage
Holding your clients’ interest during presentations of intangible goods
Avoiding Murphy’s Law in the world of presenting
The presentation stage of the selling process is the show — your chance to get your prospective client’s senses involved. Major companies prepare for the presentation stage by investing hundreds of thousands of dollars and a great deal of time in creating graphics, models, and samples. Some even invest millions in building entire video presentations with hopes of picking up new clients online that their salespeople may not be reaching.
A presentation can be as simple as giving out a brochure with a quick explanation or as complex ...