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Chapter 2 SALES 53
Presentation:
Assuming all the right indicators are present, we can now deal with the selling tactics used in
presenting a proposal and closing the sale.
Find out who the competition is and how many proposals are expected.
Preference is to be the last proponent to make a presentation. This will provide question and
objections discussed with earlier proponents.
Meeting arranged with adequate time allotted for making presentations.
Decision-maker to attend at Presentation Meeting or consider postponement.
Have sufficient copies of proposal to suit presentation.
Control presentation by going through your Proposal Booklet methodically.
Observe prospects reaction while going through the proposal presentation.
Be prepared to answer questions and handle objections as they arise.
Proposal Booklet should include a contract that can be executed or a formal letter of intent.
Watch for buying signals throughout the presentation and Trial Close whenever the
opportunity presents itself.
Attempt to arrive at conclusive results. Establish a decision date if the closing is postponed
for whatever reason.
