Page 30 - Consultative Selling

PRE-SELLING PROCESS – SOLUTION PRESENTATION

1. The first section of the presentation would need to give a brief of
your Organization, the vision, management, network as well as brief

about your performance, product and customer references etc.

2. The second part of the presentation should deal with what you have
understood about the particular customer, his organization, business as
well as the requirements, pain points, expectations etc. Giving a
thorough understanding of the customer’s business and his needs will
help convince the customer that you are the right person that he is
talking to and automatically your rating in his eyes will go up.

3. The third section of the presentation should detail the solution
design that you are proposing, the details of the solution, how it aims to
solve the customer’s problems and enhance his business effectiveness as
well as the details of the solution, the timelines for implementation etc.

Proposing costing or pricing can either be covered in the last section or can
be handled separately and subsequently too. In most cases, it is likely that
your solution design document will be presented to a cross functional team
at the customer’s premise. During the presentation there are likely to be
detailed discussions following which you might be required to change or
propose alterations and amendments to your proposed solution. It might
then be ideal to submit the pricing proposal separately to the concerned
along with the copy of the proposed solution.

Consultative Selling - A new
2/5/2019 30
Approach