It sounds counterintuitive, but many sales people do not plan or prepare for their sales presentations. Sales people spend so much time on lead generation calls, qualifying sales leads, and appointment setting that often, by the time they get around to meeting with a prospective client, their actual sales presentation is an afterthought.
This is a big mistake. Sales people can’t assume that the sales presentation will take care of itself, or that they can “think on their feet” and talk off the top of their heads.
