- At the beginning of the presentation, to build credibility.
- At the end of the presentation, to encourage commitment.
- Throughout the presentation, to add continuity.
- Not at all, unless the prospect has specifically asked for them or if they are especially relevant to the prospect’s situation.
What is the buyer doing during the consideration stage of their buying journey?
Identifying a challenge they’re experiencing or an opportunity they want to pursue. Considering the pros and cons of using your solution. Evaluating different approaches or
