What is the recommended proportion of time for the presentation stage in the sale?

• A. About 15% of the sale.
• B. About 50%.
• C. About 75%.
• D. About 100%.

Answer: (A)

In this selling approach, the presentation should be brief and highly tailored, built from what you’ve learned during the questioning phase. The idea is to connect the prospect’s specific pains and desired outcomes to the solution’s evidence, without turning the conversation into a long info dump. Keeping the presentation short maintains engagement, preserves credibility, and invites the buyer to respond and engage with the value being shown. Longer presentation times tend to push the conversation into a one-sided pitch, which can trigger resistance and reduce the chance the buyer sees the fit. After a concise, impact-focused presentation, you circle back to questions to confirm resonance and surface any remaining concerns, keeping the buyer involved and guiding the path toward mutual agreement.