Give your prospect what he or she needs to make a logical and emotional decision.  No more, no less. Don’t be the shotgun salesperson that showers facts and features like pellets coming out of a shotgun. The “hack” salesperson is hoping something hits the mark…the prospect.  Why waste the time. Be more efficient by asking appropriate questions and deliver a presentation that is tailored to the prospect and delivered in a clear, concise, and to the point manner. 

Use facts carefully, tie each piece of information directly to the person you are selling.  Every piece of information should be tied directly back to previous conversations. If you can’t tie a fact back to a previous conversation, don’t use it.

Remember our quote from an earlier post?   “Every time a prospect opens their mouth, they are telling you exactly how to close the sale if you know what to do with what they are telling you.”


"Arouse in the other person an eager want."

- Dale Carnegie