Dale Carnegie is quoted as saying, “There are always three speeches for every one you actually gave. The one you practiced, the one you gave and the one you wish you gave.

Like speeches, sales presentations can be summed up by the same quotation. After your presentation is history, you always seem to remember things you should have said, but either forgot or discarded during the “heat of battle.” All sales professionals can recall how much better their presentation would have gone had they said everything that needed to be said, made every point that needed to be made and anticipated and answered every possible objection.