From The Editor's Desk

Controlling Your Deck

Standard vendor pitch practice is to go from the top-down in a deck. Start with the most expensive offering, then move toward the bottom as its being rejected.

A solution is to ask a simple question of the prospect: “What do you want out of this?”

Typically, prospects are unnerved by this change of pitch. Because it doesn’t happen. Most vendors are so geared into selling the absolute most of the product, that they dilute their chances of doing so.

Decks don’t work like that. They are macro versions of what truly the product offerings can be, given specific price points. Instead, vendors should be trying to downplay the standardized options, while enhancing the customizable specifics that the prospect has in mind.

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