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When you are presenting in sales and then something goes wrong, do you push forward or do you pull back? Here are some tips to help:

• Pull Back! - There is a good way to do this but pushing forward just tries to advance your agenda.
• If you are flailing around, it is likely because you are unprepared, there was an unexpected interest/question, or you zigged when you should have zagged.
• Explain to the prospect/client or simply say, "Mr/Mrs Client - from all my research and previous conversations, I came prepared to talk about x, y and z. However, I clearly see now that you are concerned about 1, 2, and 3. To respect your time, may I come back Tuesday of next week and talk about 1, 2, and 3?"
• Send an agenda from the beginning to ensure you are meeting the concerns of the prospect/client.
• Keep highlighting the pain point during the communication. This will ensure that there are not many distractions during the presentation.

When is a good time to push forward in the presentation when it feels it is off the rails?

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Scott Schlofman
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