SalesEQ for Presenting a Business Case

There’s a moment in every complex sale when you’re reviewing the numbers—whether it’s a business case or a pricing calculator—with a potential customer.

It’s easy to get nervous about the numbers and subconsciously avoid discussing them in detail. 

You might default to a close-ended question like, “Does that make sense?” in an effort to quickly move on to the next part of your presentation.

But rushing through this moment won’t help you.

Instead, try concluding with an open-ended question like, “How do you react to those numbers?” or “What do you think of that?” 

Then, give them a moment of silence to process what you’ve just shown them.

This pause is crucial. 

It gives your customer the time they need to reflect and ask questions. By allowing space for them to think, you help ensure that the impact of the numbers truly sinks in.

If you don’t give them that time, you won’t know whether they understood the numbers or, more importantly, whether they believe them.

And remember—understanding the numbers thoroughly yourself is key. 

Many sales reps rush past this step because they don’t have a deep enough grasp of the data, but knowing the numbers inside and out will give you confidence and credibility.

You need to connect with your customer at this moment. Your SalesEQ (sales emotional intelligence) is critical here! If you don't help the customer feel comfortable analyzing the numbers themselves in this moment, you're losing an opportunity.

Summary:

1. Present the numbers slowly
2. Ask an open ended question
3. Stay silent long enough for them to ask a follow up question
4. Stay on the numbers until you see that a-ha moment