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The structure of your sales presenta-
tion is the skeleton under the flesh of
your words. You must design and deliver
your presentation to be remembered and
repeated. What is the typical structure?
“Hi, I’m Fred Smith. Let me introduce
my team: Tom, Dick and Harriett.
VEN IF YOU’VE MADE
a compelling sales
presentation to your prospect, it often takes weeks
before you get a response. Therefore, you must
burn vivid examples and key ideas into the prospect’s mind so
he or she cannot forget how you’re different from your compe-
tition. This is critical if you are one of several individuals or
teams competing for the same business.
E
SPEAK WITH CONFIDENCE
EIGHT STEPS TO OUTSTANDING SALES PRESENTATIONS
BY PATRICIA FRIPP, CSP, CPAE
DECEMBER 2015 •
PPB
• 23
INNOVATE
SALES