Wayne Berry is asked the question “How should I structure my sales presentations?” He shares a 9 step structure to creating powerful sales presentations. You may not need to use some of these steps depending upon what you are selling but Wayne has seen this increase the sales of even furniture sales people in a retail environment who had this list as a laminated check list in their note books and as a prospect explained their needs, yes they wrote these in their notebook which showed their prospect that they were thorough and was fully understanding their needs. This made them vastly different to any other competition sales person and hence increased their conversion ratio.