When you meet with a potential customer, everything you say, use, refer to, and leave behind must have a direct relationship to your prospect's need and your product. If it is not vital, don't use it and more importantly, don't leave it behind with the customer.

You may think this sounds pretty simple but how many times have you given your prospect all the data, statistics, and brochures you have while executing the old standby presentation?

Next time, take your generic presentation and tailor it to fit the needs of this particular prospect. Check every single slide, every bullet, and every chart. If something does not fit this prospect's business type or if a particular chart does not apply to this situation, omit it. There is nothing worse than a prospect feeling that they are being given a "canned" presentation. She won't feel they are a priority and therefore, you won't be a priority for her.

Your leave-behind materials are meant to complement your presentation. If you leave a brochure, presentation slide, or testimonial behind, make sure it is a vital piece of data. You want your materials to make an impact, not make it to the trashcan.