Originally Posted by Gary Boye
I believe prepared presentations are a necessity in selling. They do not have to be thought about as impersonal. Most of the critics of that methodology I found have a reluctance about memorizing simply because memorizing is work. Sure--memorization is work. But the worthwhile goal is assimilation and conditioning--in other words, creating a source within ourselves that others can rely on for information.
Regardless of what we sell, we are in the information business. A prepared presentation organizes that information and puts it into the best light for a prospect to respond to. It gives a language to communicate with. But, most of all, it keeps us on message.
Very well written and so true.
