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Anytime you meet with a prospect or existing client, make sure that your presentation is directly focused on their problem. Skip the nonsense about your company, how long you have been in business, blah, blah, blah. Instead concentrate on showing your prospect EXACTLY how their business will benefit from using your product or service. If your product will save them money, tell them EXACTLY how much. If what you sell will improve productivity or reduce errors, show your prospect EXACTLY how. Decision-makers don't stop making purchases; however, they do expect more in terms of value.
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