Sales Influence Moment #47 – Confirmation a Buyer’s Priorities before Presenting


by Victor Antonio

It’s always good form in selling to confirm a buyer’s priorities (i.e., needs versus wants) before you launch into your dog-and-pony presentation.

  • When we don’t confirm priorities before presenting, we run the risk of ‘over presenting’ (i.e., talking about things the customer does not care about) or
  • We run the risk of ‘under presenting’ (i.e., not spending enough time discussing what the client wants to know more about).

To avoid either extreme, here’s a simple technique that can be used in both a B2B or B2C selling scenario.

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