When a prospect requests a presentation, do you immediately agree? Many salespeople do, often out of excitement for the opportunity to engage with new people or because they feel any sign of interest should be seized quickly. But what if that presentation ends with a “Let us think about it” response? In such cases, you've spent valuable time with little progress, even if you did get in front of new people.
Before you rush to deliver a presentation, pause and consider if it’s the right move. Many prospects go into “auto-pilot” during presentations, nodding along without committing. The outcome? A noncommittal “Thanks, let us think about it.” This response is often a sign that the presentation, despite the initial excitement, didn’t move the deal forward.
Instead of instantly agreeing, focus on ensuring the opportunity is qualified. Confirm the presence of a problem you can solve, a budget to address it, and a clear decision-making process. Only then should you proceed.
Additionally, it’s essential to establish an “Ultimate Up-Front Contract.” Before agreeing to present, ask something like: “If I deliver a presentation that addresses all your criteria, would you be prepared to make a decision?” This question sets expectations and ensures the presentation has a clear purpose.
By framing your presentation as a decisive conversation rather than just an information dump, you increase the likelihood of meaningful engagement and successful outcomes. Remember, if the commitment isn’t clear, it may be best to rethink delivering that proposal.
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