The Focus of Conversation

When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details. They practice their pitch, and at times have a lengthy speech rehearsed. While preparation is never a bad thing, the successful salesperson understands the value of focusing on the correct aspect of the presentation. Focus on your client. Your client’s needs, issues and problems should be the main focus of your presentation. While your product may have dozens of practical uses, if the client is only interested in one or two of those uses, you’re wasting their time and boring them by outlining features he or she doesn’t need.

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