I was speaking with a colleague the other day who was frustrated because the deal did not close in the first meeting. (Typical Sales cycle is six months to a year). He said we need to go back and present because they had not delivered enough for the sponsor to sell her team. I asked did he know what the sponsor needed. His reply was interesting. He said, “I don’t need to know. It is my job to get inside of her head and to know what she needs to know.” Really? What do you think? If my colleague creates a story about what he thinks his buyer needs (After not delivering the right message the first time) what do you think his chances for success are? My experience with multi-million dollar sales is that the buyer has some specific needs that they want to address. If the seller does not take the time to ask a few questions to verify those needs so that they can align their solutions to those needs, success will remain elusive. So then I asked the next question, “So how is your presentation going to change?” He had not thought about that. What do you think is this presentation going to be any more successful than the last one? Leave a comment and let me know.