What are the three prescriptions in developing a presentation strategy?
• Establishing objectives for the sales presentation (for each sales call)
• Developing the presale presentation plan needed to meet these objectives (ensures salespeople are organized and prepared to achieve their objectives, usually through a six-step presentation plan)
• Renewing one's commitment to providing outstanding customer service (achieving excellence is the result of careful needs analysis, correct product selection, clear presentation, informative demonstrations, win-win negotiations, and flawless service after the sale)