In this chapter I ll discuss presentation/demonstration the stage of actually presenting your findings and giving your solutions to your prospect. Many of the concepts you will learn, apply if you re giving a full blown presentation and demonstration of your equipment to your prospect, or visiting them in person in their office and presenting the findings of your telecommunications analysis, or even presenting your findings to your prospect over the phone. As I share specific things you can do to ensure your success during this stage, I need for you to pick and choose those concepts that apply to your specific situation.

Think about the last time that you gave a presentation or demonstration of your products and services. If you think about it for a minute, you will probably concede, that at no other time during the sales process was the excitement for your product and the enthusiasm higher. However, as many salespeople have related to me, after the client s visit to their offices for the presentation, the enthusiasm took a slow downward spiral throughout the rest of the sales process.

Selling, in many ways, is a transfer of enthusiasm. The slow deterioration in enthusiasm that is experienced after the presentation stage is highly detrimental to your success. You must ensure that your close comes when the enthusiasm is highest. This chapter is designed to share with you a process that will practically assure your success when it comes to getting an order at the...