Creating an effective client presentation is essential. Educating, not selling, your client is key, says Marc Jacobson, of Marc Jacobson & Associates in Northbrook, Ill. Jacobson started with the three important rules to keep in mind: Be brief, be smart and be done. He divides the sales process into three stages.
1. The type of fact-finding you do on the phone. Be prepared to make this simple – that's what people want. Fact-finding over the phone can be done by a trained assistant.
2. Make your presentation simple. People want to be presented with facts, and then make an informed decision.
