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Weekly Focus - October 22, 2025 - "An 'Initial Benefit Statement' Opens Your Presentation"

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An Initial Benefit Statement, the IBS, is what you say to open your presentation. It explains why your listener should be interested in what you have to say. It comes after you’ve listened to the prospect’s challenges and know that what you have to offer is a solution to his or her problems. You’re going from diagnostician to persuader.



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