I read an article recently that slammed sales people for using the “hard sell” tactic of asking for a decision at the end of a presentation.
To paraphrase David Sandler, don’t make presentations without a prior commitment to make a “no” or “yes” at the end of the presentation.
Two valuables a sales person possesses are information and time. Making presentations without a commitment by a prospect to make a choice between “no” and “yes” at the end is a waste of both.
Now, there are two instances when asking for a decision at the end of a presentation is a hard sell tactic: