This is Rich Rudnick with your Coach’s Weekly Huddle.
The presentation is the pinnacle of the entire sales process. If you’ve built instant rapport in the first 10–30 seconds and prequalified effectively, a well-executed presentation should lead you straight to the sale. (Click Here to Watch)
Unfortunately, most salespeople sabotage their presentation — and the deal — before they even begin.
Here are the most common mistakes:
- Not prequalifying appropriately first
- Failing to identify and confirm all decision makers will be present
- Not asking to be the last presenter
- Skipping the Upfront Contract
An Upfront Contract is simple but powerful. You ask:
“If we meet and you feel our product/service is the right fit and the best overall value for you, will you be ready to move forward at that time?”
You can even strengthen it by following up with:
“Is there anything you can think of that would keep you from moving forward, even if you really like what you hear?”
This confirms they’re truly ready for your presentation.
Most sales professionals present too soon, too late, or not at all. The key is delivering your presentation at the right time.
Next week, I’ll break down exactly what a 6-Step Dynamic Presentation looks like and how to deliver it effectively.
In the meantime, if you want to improve your closing rate and master high-impact presentations, click below and let’s schedule some time to talk.
You’ll be glad you did! (Click Here to Watch)
👉 Click here to book your FREE consultation now!
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