Jan Schultink makes a valuable point very simply when he shows us how to make an endless listing of our products into a relevant, logical introduction for our customers’ benefit.
In short, put the poor customer first in your thinking. Give them some background to help them understand you and your products, then ‘share’ a few that you think might be interesting to the human beings in the room. Don’t just start presenting your catalogue. Please. It’s excruciating for all and self-harming for the seller.
I’ll make it required reading for my technical sales clients from here on in. Thanks Jan, great looking blog too, as you’d expect.
This is a part of my Fit, Focus & Flair model. To be great, a presentation must be a perfect FIT for the situation; the content must have complete FOCUS on it’s purpose and message; and it must have enough FLAIR to stand out on the day, and in our memories. Learn more about developing your Fit, Focus and Flair.
Jim Harvey
