People buy on emotion and then justify with logic. This means your message must connect on an emotional level first. You need success stories about how you helped a customer reach their goal or solve a problem before you talk specifications.
For detailed instructions on how to effectively use your success stories to connect with prospects, check out our webinar recording “How to Build Trust“. It’s available for free in the B2B Sales Connections Download Centre.
For detailed instructions on how to make a better sales presentation, including a proposal template you can use so your prospect actually buys, check out my book Action Plan For Sales Success. It includes specific techniques and tools that you can use to impact your sales immediately.
Remember as David Armistead once said, “When the trust level gets high enough, people transcend apparent limits, discovering new and awesome abilities for which they were previously unaware.” More motivational quotes here.