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Have you ever had a prospect that was on track and then after the presentation, they just seemed to get squirrelly. Maybe you never even heard back from them again, regardless of all that followup that you did. This is an too common problem for salespeople, and a lot of the time, it's caused by a sales presentation that simply missed the mark. In fact, the data suggests that over 75% of sales presentations lead prospects to feel that the salesperson just didn't get it. Yet this is a problem that is so easily avoided by making a few small tweaks to your selling approach. In this video I'm going to show you nine quick sales presentation tips, all salespeople must know. Check it out. (rapid percussion beats) Number one, it must come after a thorough discovery. I cannot tell you how frustrating I find it, when a sales manager or a salesperson says something like, "Oh we really need to work on our pitch." I always come back to this idea of the fact that we don't need to be worrying about our pitch, because a pitch implies that we're actually presenting before we've done a very thorough discovery, before we've asked a lot of questions to find out really what's going on in the eyes and in the world of this prospect. Pitching is as this old-school idea where we think to ourselves, you know what, I am going to convince this person with a really compelling presentation that they need to do business with me. And the reality is, is that we don't need to be persuasive or convincing at all. What we need to do is be really good at that discovery phase of the sale, where we're asking a lot of questions to find out exactly whether this particular prospect is A, a good fit, B, has some challenges and concerns that you could really solve, and lastly that they're the right person, that they have the budget. All of those things that we need to know upfront before we're getting into a presentation. Because the reality is, is that most prospects, complain that salespeople's presentation are missing the mark. And the reason for that is because the salesperson, obviously didn't do a good enough job upfront to find out what the prospect really need, what the really cared about and what they were really concerned about. So make sure that your sales presentations come after a thorough discovery. Number two, only present the solutions to their challenges. This one to me, when I say it out loud, I think, geez are people gonna think that this is so obvious. And maybe you're listening and you're saying, that is so obvious. But I promise you we've all in the past couple of months, been at least one time when we were in a presentation situation, where we wanted to present more than the prospect really cared about. And what does the prospect care most about?...