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It's amazing where The Beatles sometimes turn up!
Apr 03, 2006 | | HARVEY SCHACHTER
Presentations: Start with the customer, and end with your company
Most presentations and product demonstrations start with a corporate
overview of the company doing the selling. Instead, consultant Peter
Cohan tells MarketingSherpa you need to save the corporate overview for
the end and start with a powerful slide that captures the needs of the
buyer. The point is to say: "We understand the specific pain you are in,
and we can help you solve it." From there, move on to the actual result
if they buy your product -- the increased productivity or sales or
other benefit that will come from your services. Now you can take some
time to tell them the features of the product or service you are
offering, before ending with details on your company. He urges you to
leave 75 to 80 per cent of your presentation time for questions from the
presentations  Communicating_&_Connecting  Harvey_Schachter  pitches  Beatles  services  salesmanship  sales  enterprise_clients 
april 2011 by jerryking
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