Page 31 - Consultative Selling

PRE-SELLING PROCESS – SOLUTION PRESENTATION

The audio visual presentation of the solution is one of the most important
activities in the consultative selling process. Always remember to customize
the presentation and leave your name, designation as well as contact

information as a part of the solution design document.

Practice making presentation at your office until you are comfortable and
familiar with the solution. Take time to prepare yourself thoroughly. It is
always a good idea to take your product development as well as solution
design team members with while you make the solution design presentation

to your customer. Remember all of these gestures will impact your image in
the customer’s mind.

Finally,engage with the customer and be prepared to and open to
reworking on the solution as many times as required to get the

best solution possible.

Your perseverance and holding customer’s interest at heart helps you go
long way as a successful sales manager.

Consultative Selling - A new
2/5/2019 31
Approach