A really great presentation may cause a "fence sitter" to get off the fence. But, if you rely on your presentation to convince, persuade, entice, or motivate a prospect to buy your product or service, you put too much pressure on yourself and your prospect.
Conceptually, prospects should be "sold" before you make your presentation. They must develop a view of your product or service as the best fit for their problem, need, or challenge during the development process.
By asking the appropriate questions, you can help your prospects define their problems or challenges to be met or the needs, wants, or desires to be satisfied from the perspective of how your product or service would do so. Your questions help them paint a picture of what they want - a picture that looks a lot like your product or service.
That way, your prospects approach your presentation predisposed to buying. You don't have to convince them... you only have to demonstrate how your product or service will fulfill their predisposition.
Brain Candy: Every calling is great when greatly persued - Oliver Wendell Holmes
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