Requirement vs. Presales

Being involve in the presales is not a work that i really enjoy and probably i still can''t catch the essence of presales of the preliminary activity for sales. Doing presales, one needs knowledge of the product or at least the domain knowledge on the business itself, it's also a story hook up time or if you like to call it - BS.


I have watched this movie called "Thank you for Smoking", in which i like the way the messages is being conveyed, famous line, "It is not a negotiation, it's an argument", there's lot of art of "negotiation" so to speak in this movie. Being in the dilemna having a job as the vice president of Academy of Tobacco, selling cigarrettes and knowing it is causing cancer, and having all the bad health results, however he has turning each argument to a winning cards, wow ....

Anyways, my point is being in presales is tough for me, a lot of softskills is needed, a lot of general knowledge is needed and a lot of integrity is needed, why integrity ? ha! I feel we should have certain honesty to the customer when a certain level of message is delivered, especially when you say, "Yes, it can be done for sure", or should be rephrase a little, "By having such condition, i'm sure it could be done"? Well i guess it's the art of how we convey messages, probably i should start looking into the speech methodolgy in this case huh.