SHOULD YOU BE THE FIRST OR LAST PRESENTER?

I am often asked this question: If a buyer gives you the choice to be the first, middle, or last seller to present your proposed solution to the evaluation team, which should you choose? Conventional wisdom suggests that one should try to be the final presenter when the buyer reviews several suppliers. Many sales trainers say it is to your advantage to be the last presenter. The thinking is that the buyers will remember what was most recently presented to them when they decide. This strategy has an element of validity because buyers may forget the key points you pointed out...