Overview

Congratulations, you re over half way through. You ve completed the fact-finding stage where you learned about gathering information about your prospect. And where I cautioned you to not give away your solutions until you reach this stage the presentation or demonstration stage. You are chock full of information to share with your prospect. You have found solutions to their problems, and now is the time to share that information.

One of the goals of the previous stage in the sales cycle (fact-finding) was for you to be able to make a list of the client s areas of concern.

One of the first pieces of business you will learn about your presentation will be for you to gain agreement with your prospect that the presentation covers those areas that are indeed within their areas of concern. You will learn how to solve the prospect s problems during the presentation process.

First of all, however, let s discuss a truism about telecom presentations. I ve heard this from the top salespeople in the most successful companies in the Telecommunications Industry, and it doesn t matter whether they are equipment companies or services companies.

While it is not always possible or practical to have a prospect come into your office for a presentation or demonstration, when they do you can close more than 90% of the time. In other words, to increase your chances of making a sale to over 90%, all you have to do is convince your prospect to visit your offices. The way...