When should you present case studies during a presentation?

Presenting case studies when a prospect specifically requests them demonstrates responsiveness and attention to the prospect's needs and interests. This approach allows you to provide relevant examples that address their specific concerns, making your presentation more impactful. By waiting for the prospect to express interest, you ensure that the case studies are aligned with their situation and questions, making them more effective in conveying how your solution has worked in similar scenarios.

While generating interest at the beginning or reinforcing commitment at the end are valid strategies, presenting case studies in these phases may not address specific concerns and can risk overwhelming the prospect with information that doesn’t directly relate to their needs. Similarly, offering case studies throughout the presentation can be effective, but it may disrupt the flow if not strategically timed. The key is to engage when the prospect shows curiosity, leading to a more targeted and compelling discussion.