If you’re familiar with general state of economy, you have a general understanding of my macro problems, or at least general problems facing every CEO. If you look at industry I’m in, you understand at a high level sort of problems I am likely to be up against. If you are an expert on your solution, you have an understanding of who might be struggling. What makes you think it’s me?

I’m sorry, I just don't have any interest in educating every salesperson on my issues, I'm too busy dealing with my issues.

With just a teensy bit of research ahead of time, any good salesperson would call me and say "Chris, I know you publish Marketing Strategies Newsletter. Can we get together to talk about some writing software that works at speed of thought, makes no spelling errors, and always produces top quality results?"

I'd have that salesperson in my office immediately!

3.Be Clear. Be Logical. Be Brief. Don’t be brief at expense of being misunderstood. Clarity starts with you. Clear answers to your prospects overriding question... What can you do for me?...will lead to understanding and sales.

4.Maintain Control. Never sit between two buyers. Don’t let prospect read ahead or thumb through your visual aids until you’re ready for him to. Ask prospect to instruct his secretary to hold all calls during your presentation. (It takes guts to sell.)

5.Seek Change of Pace. Put bounce in your voice. Change pace, tempo, and volume. Ask lots of questions. Get verbal confirmation of agreement at each stage of presentation.

6.Prepare For Interruptions. Don’t be flustered or thrown off balance. Expect interruptions and use them to summarize key sales points.

7.Involve The Prospect. Give prospect something to feel, handle, manipulate, examine. Let prospect mentally take possession of your product or service.

8.Gauge Your Progress. Progress should be measured in terms of understanding. No understanding...no sale. The more prospect agrees with you, more progress you are making.

9.Give A Complete Sales Talk Every Time. Your presentation must perform four important functions: (A) Win prospects attention, (B) hold his interest, (C) persuade and convince him of rightness of your proposition, and (D) prove that a buying decision is a logical step for him to take.

10.Seek A Buying Action...Expect To Close. A good presentation naturally leads to a buying decision. Make it easy for customer to buy. If your prospect was properly qualified and your sales presentation on target, you will find selling process goes quickly and easily.