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<I>Don't</I> Leave Them Speechless

Why having a conversation--not a presentation--with a prospect is the best way to get the sale

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This story appears in the August 2002 issue of HomeOfficeMag.com.

You've found a good prospect, you've grabbed their attention, and you think they are interested in what you're selling. Time to pull out your best sales presentation and then go for the close, right?

I see it on a daily basis, in every industry, at every level. It happens on the telephone, in the showroom, on a customer visit or sales call and even in the boardroom. New and seasoned salespeople alike want to jump to the good part of selling--they want to wow prospects with a powerful presentation that leaves them speechless.

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