Command the Prospect’s Attention

The typical salesperson walks into a prospect’s office with a skillfully prepared PowerPoint presentation used to close the sale and increase business. It is colorful, clever, artistic, and bursting with charts and graphs. The salesperson’s presentation is about the products or services that the salesperson is trying to sell to the prospect. The goal is to get the prospect to listen to the persuasive argument and to slide the sales order form on to their desk to get their signature. The Optimal Salesperson doesn’t bring a presentation to the meeting. Instead, he or she comes prepared to ask good, hard, and tough questions to learn what the prospect needs. The focus of the meeting is on the prospect, allowing the Optimal Salesperson to differentiate themselves from all the other sales people.