One of the most challenging aspects of good selling is staying focused on your client or prospect. As sales professionals, we work hard to prepare for our sales calls and presentations. We memorize the features and benefits of our product and services in hopes of having the opportunity to acquaint someone with what we are selling. Once we are actually in front of a prospect, it's all we can do to hold back from blurting out everything all at once; telling our prospect about what we are selling and how beneficial it is for them to buy what we are selling.
