Complex sales expert Jeff Thull shares his insights on the initial sales presentation. He explains how traditional selling methods and presentations in particular typically focus on presenting answers to questions your prospects don’t even have. Assumptions made when crafting the presentation are no longer valid. This result is the prospect is unable to connect the information provided to actions they should take. Jeff shares five questions you can use to guide the conversation and raise questions the prospect might not have even thought of.

Jeff Thull is President and CEO of Prime Resource Group, a leading-edge strategist and valued advisor for executive teams of major companies worldwide. Jeff has designed and implemented business transformation and professional development programs for companies like Shell Global Solutions, Siemens, 3M, Microsoft, Intel, Citicorp, IBM as well as many fast track, start-up companies.