You’ve been given ninety minutes to present and spent two  weeks (and countless hours) preparing to deliver a successful presentation.  Unfortunately, when you arrive, your prospect greets you with the following: Prospect: “Sorry, I’ve only got a few minutes. Can you just give me a quick overview?” Aargh! Disappointing to say the least. Everything rides on your next step when your prospect cuts down the time you need to deliver a well-thought out sales presentation. Unfortunately, the knee jerk reaction of most salespeople is to go along with the request, racing through the presentation like an over-caffeinated auctioneer, dismissing slides right and left and giving short service to value messages. Resist the urge to rush. Here’s why: Rushing through your presentation is dangerous and counter-productive. People retain very little when it’s delivered at them from a fire hose. Audience interaction is completely tossed aside in the interest of time, and Read More