Hopefully, after creating your features and benefits list, you will not have what I call the “rule of number 26.” The rule of 26 states that if you prepare yourself with knowledge of the top 25 features and benefits of a product, the very next prospect will ask you about number 26.
Now, you practice (not memorize) your presentation a few times, going through the features and benefits one by one and throwing in some trial closes as you go along.
At this point, if you are convinced you’re ready to make a customer presentation, it’s time to get out and give it a try.