Page 29 - Consultative Selling

PRE-SELLING PROCESS – SOLUTION PRESENTATION

Engaging with the customer, getting to know about his business operations
calls for spending a lot of time at the customer’s premise, observing the
process and workings, holding discussions with various people engaged in

the particular aspect of business and understanding the problems and needs
on first hand basis. Usually this effort is undertaken by a solution design
team that works under the leadership of the sales manager or sales person.

Once the solution has been designed, the most important aspect
of the pre sales process then begins. This is the stage when you

have got to present the solution to the customer.

This is where you have got to prepare the best presentation that will help
you clinch the deal. Multi-media technology offers us the best option to be
able to build the best and most effective presentations. However a lot of
time and effort will need to be spent on designing and building the

presentation.

While preparing the presentation, it always helps to think from the
customer’s perspective and accordingly build the same. The entire
framework of the detailed presentation would need to be divided into three

portions. The presentation of course, opens with a welcome slide addressing
the customer followed by a statement of the occasion and the intent of the
presentation.

Consultative Selling - A new
2/5/2019 29
Approach