The Presentation

The Presentation is step 4 of the 7-step system: where you build value. Rapport is established, the problems are identified, urgency is built — now you show the homeowner why they should do business with your company, choose your products, and trust you as their salesperson.

There are four things you must sell during the Presentation: yourself, your company, your products, and your warranties. The goal is massive value before you ever move into the Pre-Close — and the presentation is built from what discovery uncovered, never the same presentation you give everybody. Done right, the homeowner's takeaway is: “this solves what matters to me.”