Do you suffer from “premature presentation” syndrome?
If you do suffer from “PP”, you may find yourself presenting often, with positive and encouraging responses, but not getting the sales results that you should.
If you have strong industry sector knowledge and highly competitive products and solutions, prospects and customers are going to be more than open to listen to you and to even see product demonstrations and the like. But the question you need to ask yourself before you present is ‘Does the prospect / customer have a problem you can solve?’
Presenting too early and in the absence of admitted need is putting the cart before the horse. Start doing your Qualify and Develop steps of the sales process properly first and watch out for the difference in outcomes.
