Hi, Ana Mali?.
Do you think a "lengthy detailed information" will be retained by a prospect?
Are you sure, your prospect will have the time to listen to you for all the time it would take?
How would you prospect select from a lengthy presentation what will strike his interest and help him decide the way you hope he would?
A. With the above questions in mind, I prefer to
(i) give an overview, focusing on what might interest my prospect
(ii) giving him the opportunity to ask questions,
(iii) and following up with qualified statements to clarify issues, answer his objections, and prompt him to action: Joining SFI.
If need be, I will refer them to where he can get more information.
B. The benefit of giving an overview is to avail the opportunity for questions and answers and helping you determine the level of your prospect's interest as well as providing him with more information that is focused on what will help him decide.
C. The danger of lengthy presentations is to bore the prospect while missing what may be important to him.
D. It is true: there are people who like details. The overview presentation will give them that opportunity to ask for more. Then, you will be at the appropriate moment to satisfy your prospect's request for more detailed information.
less
Hi, Ana Mali?.
Do you think a "lengthy detailed information" will be retained by a prospect?
Are you sure, your prospect will have the time to listen to you for all the time it would take?
How would you prospect select from a lengthy presentation what will strike his interest and help him decide the way you hope he would?
A. With the above questions in mind, I prefer to
(i) give an overview, focusing on what might interest my prospect
...
more
