In presenting by not presenting, what should you focus on?

• A. Present the problems/issues the prospect mentioned.
• B. Present all features and benefits regardless of relevance.
• C. Highlight your company's awards.
• D. Emphasize marketing slogans.

Answer: (A)

Presenting by not presenting centers on focusing your message around the problems the prospect has already raised. You show you listened by naming those issues and then map your solution straight to them, so every point you make feels directly relevant. This makes the conversation feel consultative rather than salesy, reduces resistance, and helps the prospect see how your offering would alleviate their specific pain. Jumping to features without regard to relevance, or tossing out awards or slogans, pulls attention away from what matters to them and can overwhelm or bore them. By sticking to what they’ve mentioned and tying your response to those concerns, you guide them toward the idea that your solution is the right fit.