The 9 Skills of Super SalesPeople - Ryan Steinert
9) Utilize classic architecture structure when making a presentation. The average salesperson starts the presentation by showing how great their product is, but the top salespeople start by explaining their understanding of the client's problem. If the salesperson has diagnosed the client's problem correctly, this can have a terrifically positive impact on the buyer. They know the salesperson has done the necessary research and that they really understand their problem.
- Average salespeople: Present first
- Super salespeople: Discuss the prospect's problem first, then propose a solution and back it up with sales messages
