Ever finish a presentation and your prospect still needed time to think about your offer? It’s happened to me, and odds are it’s happened to you. This happens because we, as salespeople, put our emphasis in the wrong place.
Too many times we put the emphasis on the proposal and the presentation, thinking it is the “event” that closes the deal. We forget to engage in meaningful dialogue that gets to the root of the issue. By not digging deeper, we limit our success to what we present in the “dog and pony” show.