Page 48 - Consultative Selling

MANAGING CUSTOMER CONCERNS – A PART OF THE
SELLING PROCESS (CONTINUED)

3- Approaching the Prospect

This is where the salesperson makes the initial contact with the

prospect and the creates the vital first impression.

4- Making the Sales Presentation and

Demonstration

The salesperson then makes a sales presentation and demonstration

to the prospect. A convincing sales presentation strategy combined
with a convincing product demonstration is selected and tailored to
the prospect to favorable influence the outcome of the sales call.

5- Negotiating Sales Resistance or

Objections

The salesperson then clears any resistance or objections that the

prospect may have towards buying the product or service. It is
important that a salesperson should view all objections or

resistance as indirect requests for more information so that the
prospect can justify a purchase decision.

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