RAB Insights

RAB Research Archive

Focus on Your Best Point

Most salespeople try to pack too much into a presentation or emphasize too many points, which only diffuses the impact of every point. For today’s busy decision-makers, identify the one central idea you want your prospect to walk away with and reinforce it throughout your presentation in a variety of different ways to increase "stickiness."

Source: Julie Hansen, Presentation Coach and Author of Sales Presentations for Dummies