During the selling process, it is important to sell yourself. But keep in mind the customer is buying more than you; they are buying your whole team. When or if your customer decides to purchase from your company, she will have to weave through a series of new people. So, it is essential to prove that your personnel will go the extra mile. At some point in our presentations, we must establish the service and integrity of our store.
In any sales presentation, every customer should be asked this simple basic question: “How much do you know about my company?” The likely answer is, “not much.” So, listen to her response and add, “Let me cover a few things I think you will find important.”