Step Two – While they have been talking in step 1, you should be thinking about what you offer that actually relieves their pain. This is when you get to show them how you can solve their challenges. You get to expound, explain, support, and sincerely discuss why your solution is the perfect solution to what they told you about in your contact and step 1.
This is why step 1 is critical to an effective presentation. If you skip step 1 you will almost always miss the mark with your presentation because you won’t know what problem you are solving and so you won’t know what you offer that relates specifically to their circumstances.