Creating the Consultative Sales Presentation Concepts and Practices

 Presentation Plan Approach Determine Needs Presentation Objections/Overcoming Closing Suggestion Relationship Building 

Strategic Planning Leads to Actions

Strategic Planning

Probing Questions Help to uncover and clarify the prospect’s buying problem and circumstances Are referred to as implication or pain questions and used more frequently in large, complex sales Help the salesperson and customer gain a mutual understanding of why a problem is important

Informative Presentation Strategy Emphasizes facts Commonly used to introduce new products and services Stress clarity, simplicity, and directness Less is more—beware of information overload