The biggest mistake in sales presentations

So what do you think is the biggest mistake in sales presentations?

* Selling features instead of benefits?

* Talking too much and not listening?

* Not knowing the product?

In a recent presentation, Ron Karr, of Karr Associates, Inc. and author of Lead, Sell or Get Out of the Way,asked the audience, “What are you selling?” People responded by calling out their products and services. Ron went on to say that one of the biggest mistakes in sales is selling the “how” instead of the “what.”

“You’re selling outcomes!,” declared Ron. ... read more =>