This ad will close in  Use Your Head  Choosing An Idea   There
is one final check to make before preparing the presentation of
your idea: See if you can clearly express your idea in a
sentence or two. Try to say it aloud without taking a breath. If
you can't, re-examine the idea to see if it's too complicated.
Overwhelming a prospect with a proposal that you can't explain
in simple terms is a sure way to lose a follow-up call  Now that
you've come up with the ideas, pick one and pitch it. That's
right, pick one-any one. It doesn't matter which idea you choose
as long as you know your company can deliver it. You can't
choose one based on your knowledge of the customer's likes and
dislikes because you haven't met the prospect-so just pick one
and go with it.  That's when you'll learn the secret to creative
selling: Your real goal on the first call is not necessarily to
sell that first idea-it's to gather as much information about
the prospect as you can so subsequent ideas hit the mark.  As
you gather informati