The Presentation Second Meeting

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It helps us reconcile pains in a customer-centric context and provides us with helpful insights to craft our deal strategy (or graciously walk away if it turns out we aren’t able to solve their problem). In fact, I often ask this question directly to customers. Not only is it a perfectly acceptable discovery tactic but its simplicity is very refreshing for customers who get regularly get bombarded with unnecessarily sophisticated questions.




Net-net: if you don’t come away from a discovery or qualification process knowing what problem the customer is looking to solve (in their language), you’ve wasted your time.

Good reps know that a big part of the sales presentation or second meeting (post qualification) is demonstrating your knowledge of the customer’s business environment. Showing that you’ve listened and demonstrated how your solution can specifically meet the customer’s needs not only establishes value in that solution but in yourself as a sales professional. That’s why the presentation stage is also a perfect time to flex the most powerful question in sales!

One technique that works great for this is to include panama telegram data a slide (or even simply a talk track) early in the second meeting entitled “What we heard” or “Your current state“.


Here, you lay out the specifics of what you’ve learned about their business in the context of the problems they’re looking to solve (e.g. “We heard that you’re looking to grow your business aggressively this year, which includes adding lots of new staff. You want these new people to be productive quickly so they can start driving revenue and servicing customers, but right now you don’t have a consistent way of onboarding new employees and setting clear goals for their first 30, 60, and 90 days.”)

After you’ve delivered the content, pause, and ask the audience if your understanding of the problems they’re looking to solve aligns with theirs.


By doing this you’ll build massive credibility for having listened intently the first time and gain new insights you can quickly incorporate into the rest of your presentation.