Here's Adrian Moss from Sandler Training Sussex with his Sales tip:
"When prospects invite suppliers in to pitch, the big issue is how the prospect differentiates the suppliers. Typically, the presentations will all sound and look pretty similar.
Have you ever thought how bored prospects must get sitting through hours of presentations? So If Your Competition Does It, Stop Doing It Right Away. After all, why do what they do. Where's the advantage in that?
Stop doing your standard presentation. Do you really think prospects want to sit through 20 company slides? No! Do things differently. Insist on a pre-presentation meeting or at the minimum a phone call. Find out the problems they are trying to solve and why. Focus on solving their issues.
A presentation should never be about your company, it should always be about the prospect and what problems they are trying to solve. If Your Competition Does It, Stop Doing It Right Away."
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