The answer to this question is a resounding, no! A few weeks ago, I received a prospecting email that contained over 15 different links. Rather than an email, it was a syllabus for a graduate course. I was floored at the email. I’ll admit that it captured my attention simply because of its stupidity.
Your focus while prospecting is on uncovering a need and creating confidence. It’s not the time to deliver a presentation. Not only am I anti-presentation in the prospecting phase, but I have a strong distaste for formal sales presentations at any time during the selling phase.
Watch this video on the best sales presentations:
Sure, there are a few exceptions when a presentation makes sense; however, they’re far fewer than we think. The presentation is to benefit the customer not to feed your ego. Still, this only applies to a long way down in the sales process. There is
