The first rule of any sales presentation is to appeal to the customer and focus on what they want. When we only think about what we want - or think we need - we very often lose.

If we have the commission check spent halfway through the presentation, the check will usually be voided by the time the customers leaves.

If we are truly interested in serving our customers and doing what is best for them, and what they say they want and can afford, we very often will accomplish what they want and end up getting paid in the process.

All this said, isn't interesting how the Obamas ignored good sales technique on Friday in Denmark. Apparently only focusing on themselves - and not even our country - they failed to impress the selection committee.

Michelle Obama's empassioned presentation ended with this final close: "Chicago's vision for the Olympic and Paralympic Movement is about so more than
 what we can offer the Games - it's about what the Games can offer all of us."

In other words, we want the Games because of all that it can do for us. We don't have a clue as to how bring anything to the table. Just buy from us so we can earn our commission (political capital at a minimum).

This is one check that will never be cashed.

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For more information on my coaching and educational programs and services, visit my website stevehoffacker.com or go to my other blog homesalesinsights.com for additional sales tips, insights, and commentary. You can also listen to my free podcast messages at Steve Hoffacker's Happenings.

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