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The ABCs of Qualified Presentations Podcast PDF Print E-mail
Sunday, 14 February 2010 02:51
You arrive for the presentation. You set up your materials. You stand and deliver one of your best presentations ever. The prospect nods in agreement throughout. You get positive feedback to all of your trial closes. You feel like the sale is a sure thing. You ask for the order and the prospect says "It's a great presentation. I need to send it to the Director of Procurement for their approval." You instantly realize you've just wasted one of your very best presentations on someone who can't say "Yes" to your proposal.

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