Preparation for the actual sales presentation is a two-part process. Part one is referred to as the preapproach. The preapproach involves preparing presale objectives and developing a presale presentation plan. Part two is called the approach and involves making a favorable first impression, securing the prospect’s attention, and transitioning to need identification (Figure 10.2). The preapproach and approach, when handled correctly, establish a foundation for an effective sales presentation.
Figure 10.2
Preparing for the presentation involves planning for the activities ...
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