1.) Describe benefits don’t list features 

2.) Follow the same road, but adjust the speed & pit stops for each customer 

3.) Tailor the presentation to show how your product will get them what THEY want. Remember answers to questions during the fact find. Build your presentation around concerns, likes, and benefits for this specific customer 

4.) Throw in trial closes to gauge how soon you should ask for the sale. Ex.)

- Sounds great right?

- “With everything we’ve went over so far, do you think your new ____ will work well for you.” (You’ll have to adjust this for your specific industry)

5.) Let the customer test it