Many people will make the mistake of launching right into their presentation with their prospect before they take the time to find out what product/service they're currently using. Even more important, are they happy with the results with their current product/service?
If you skip this step, at the end of your presentation, your prospect could say, "thank you, but I'm using product ____, and I'm happy with it." Also, when you take the time to assess their needs first, you can address how your product/service can help them solve____ problem.
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