It's What Happens Before You Get to Present Your Capabilities that Really Counts with Dave Kurlan

This is episode 697.

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Today's show featured an interview with sales expert Dave Kurlan.

DAVE'S TIP:  "People don’t buy presentations. Sales presentations are simply the same as political theater. If the selling was done properly, a person at a time, upfront, ahead of the presentation, the decisions have already been made. The lines have already been drawn, the presentation’s not going to change anybody’s mind. It’s just theater, where the people on the buying committee get to ask some great memorable question and impress their boss or their boss’s boss who happens to be in the room. There’s nothing you can do in a presentation that’s going to change that."