1. Creating the Consultative Sales Presentation
Concepts and Practices

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

3. Strategic Planning Leads to Actions

4. Strategic Planning

5. 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

6. 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