Display pictures, renderings, charts around the room. As people start drifting from the presentation or lose interest or whatever, you want their eyes to wander to visual that will imprint on their minds and resonate in their belly. When they are not focused on you or your team, give them something to look at.
You might even spend a minute explaining what you’ve displayed to make sure they do wander over to those visual. Again, visuals make the future imaginable and real right now.
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« C-Level Selling: Proposals and Presentations Strategy 25, The Presentations Is the Performance of the Proposal | Main | C-Level Selling: Proposals and Presentations Strategy 27, Address Your Red Flags. »
May 05, 2009
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I've never thought of this but it makes sense. However, this obviously only applies when the prospect/client comes to your office. Although I guess I could send my interior decorator ahead of me on each appointment...but then I'd have to charge more.
Posted by: Wes Schaeffer | May 10, 2009 at 04:00 PM