Chapter 3

Am I presenting well, or just talking too much?

Tôi trình bày giỏi, hay chỉ nói nhiều?

The chapter's question

How many times do I pause to ask questions in a meeting?

Big idea

The more the salesperson talks, the less customers say what they are thinking.

In this chapter

  1. Part 3.1

    Checking In

    What do I ask to know whether they are following?

  2. Part 3.2

    When a Hard Question Comes

    When I do not know the answer, what do I say?

  3. Part 3.3

    When You Don't Have It

    When we lack exactly what they need, how do I handle it?

  4. Part 3.4

    When the Demo Breaks

    If the product breaks mid-demo, what do I do?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Showing, Not Telling is free to read right here.

Read in Conan School

Chapters of Showing, Not Telling

  1. 1.Does showing more features persuade more buyers?
  2. 2.Great demo, but was the decider in the room?
  3. 3.Am I presenting well, or just talking too much?
  4. 4.They loved the demo, so why no progress?
  5. 5.Who sells for me after I leave the room?