You are likely called on to make a 'presentation' upfront to a prospect.
This is a good thing. This is NOT a presentation on how you will solve their specific problem, this is different.
You might call this a pre-presentation.
The goal is to get the prospect thinking about their circumstances. To change their perspective on their pain and your solution.
There are several points to this. Write these down!
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Be sure to download Bill's 2017 Productivity Toolbox at billcaskey.com.