While the use of prewritten, memorized sales presentations still continues today, it’s only rarely used in the business-to-business selling environment. It may be that today’s frantic pace of new product development makes the time it takes to memorize a sales presentation seem less valuable. Or it may be that today’s salesperson is more sophisticated and able to adjust the sales presentation to the needs of each individual customer. While memorized presentations may be a vestige of years gone by, that in no way reduces the need to make a well designed, practiced sales presentation. The ability to routinely make powerful, persuasive sales presentations, regardless of the customer or product, is one of the practices of the best.
Speaker: Dave Kahle