#sales presentations Tag

Demonstrations Don’t Always Go as Planned—Here’s How to Recover Have you ever experienced a product demonstration going awry in front of a prospect? Perhaps the internet connection failed, a technical glitch appeared at the worst possible moment, or a critical feature didn’t perform as expected. Maybe some attendees struggled to join the video conference—or worse, you couldn’t access the platform at all, bringing the entire presentation to a halt. In today’s remote and hybrid selling environment—accelerated by the reliance on videoconferencing—these situations have become increasingly common. Unfortunately, when technology fails, the product you confidently described as “easy to use” can suddenly appear complicated...

27 February, 2026

In addition to being an avid sports fan, I have a deep interest in history, particularly American history and its wars. One powerful episode from the Civil War offers a lesson that resonates far beyond the battlefield. The Gettysburg Battle and Dedication of the Cemetery The deadliest battle of the Civil War took place at Gettysburg, Pennsylvania, from July 1 to 3, 1863. Around 170,000 troops fought, with approximately 51,000 killed, wounded, captured, or missing. The Union’s decisive win forced Lee’s Confederate army to retreat. Four months later, in November 1863, a large crowd gathered at Gettysburg for the dedication of the battlefield...

07 October, 2025

I am often asked this question: If a buyer gives you the choice to be the first, middle, or last seller to present your proposed solution to the evaluation team, which should you choose? Conventional wisdom suggests that one should try to be the final presenter when the buyer reviews several suppliers. Many sales trainers say it is to your advantage to be the last presenter. The thinking is that the buyers will remember what was most recently presented to them when they decide. This strategy has an element of validity because buyers may forget the key points you pointed out...

23 December, 2024