“Now when you get to the product demo, the agenda isn’t just about giving a room full of people the “nickel tour” of your product.
Instead, you’ve positioned the demo as a collaborative work session that will keep the sale moving and give you control of the next steps.
When you talk about implementation planning, you’ve blown right past that awkward, weird, uncomfortable spot in the sale after your demo where you ask, “What do you think?” and the prospect says, “Looks great! Send us a proposal.”
[Excerpt from my book – “Stop Hustling, Start Scaling.”]
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