The Presentation - Talking Points or Solutions Potential?

I have been listening to a training program lately which made me think about the way I present my business project to my prospects. Even more, I have started to evaluate the various presentations that have been made by others.

For what it's worth ...

Does your presentation consist of a 5-point checklist in which you enumerate all the advantages YOU believe should be important to your prospect?

Or -

Do you engage your prospect through dialog to determine what motivates them to look at your project and what problems they seek to overcome by joining your business?

Your checklist and memorized comp plan may well be very impressive but does it truly reach into the hearts and minds of the person who is seeking something better for the quality of their life?


Blogger Rich Hazlett said...

David, would you mind sharing the name of the training program? Nice blog, I just found it today on a link from one of Ty's blogs. I look forward to reading more.

September 30, 2008  
Blogger David Stone said...

Rich -

The program I mentioned was "Selling by Attraction" by Hilton Johnson.

Thanks for the kind words.

October 06, 2008  
Blogger LyricsInMe said...

A friend of mine was telling me about the company iamvoip.com. What do they do?

January 08, 2009  
Anonymous Dave Dauber said...

Great post about marketing solutions and how to make money. Nice blog. I look forward to reading

Dave Dauber
Your Cash Flow Professor

July 28, 2009  

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