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CHAPTER 11 · BOTH EDITIONS
A clear presentation path
A presentation should make the decision easier. Use three steps: the person's need, the relevant option, and a next step they can choose.
Put it to work
- Open with the need in the person's own words and ask whether you understood it.
- Show only the evidence, explanation, and limitations relevant to that need.
- Offer a clear next step, including the option to pause. Put key facts in writing.
TRADE EDITION
Three-step presentation
Use a short deck, video, or webinar when it helps explain scope and evidence. Keep assumptions and exclusions visible.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.
DIRECT SALES EDITION
Three-step presentation
Use a simple presentation page with the need, approved product information or official opportunity information, questions, and an optional next step.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.