What are the steps involved in planning a presentation?
1. Approach: make a favorable first impression, securing attention, developing interest in product, set stage for effective sales presentation
2. Need discovery: discover buying ends and select a product solution
3. Presentation: after deciding which strategy to use by adapting to needs of prospect, prepare presentation by following guidelines
4. Negotiation: negotiating buyer resistance, objection is barrier to closing sale
5. Close: spot closing clues
6. Servicing the sale: developing a long-term value-adding relationship with prospect