Source: eGrabber Newsletters
How do you pack your sales pitch or presentation with stuff that is important to your prospective customer? This is important because the foremost thought running through your prospect's mind when you are talking is "What's in it for me?"
Here are 4 things you should know and address in your presentation:
1. What is the prospect responsible for at her organization?
2. How is her performance measured?
3. What is her status quo - existing issues, limitations, etc.?
4. What are her goals or business objectives for the quarter, year, etc.?
Remember, you can get any prospect to be interested in your product if you can show that it helps eliminate problems, solve issues and achieve her objectives.
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