A great number of salespeople believe that the presentation is where you dump your stuff, dazzle the consumer, grab the sale.

That kind of self-focused delivery, more than likely, MIGHT get you the gig. Most often, however, you’ll either come up short or create issues further down the line with your self-focused lecture.

What can you do instead?

For starters you could look at the presentation as an opportunity to discover whether what you have actually met the needs of the person on the other end. The solution is knowing What's Up, or as we like to say, "SUPP?"