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The Sales Book by Graham Yemm

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Present your sales case

Objectives

  • To recognise when to present your sales case in the sales process
  • To identify the pitfalls to avoid
  • To develop a specific structure to help you through presenting your sales case
  • To make sure you address the requirements of the different people in the DMU

Understanding

There are three key questions to ask about presenting your sales case. When to do it? What to include? How to do it? Too many sales people want to launch into talking about their product or service and think that they can convince the prospect through the power of their argument combined with their enthusiasm. It may work – occasionally. This is where a structured sales process can help, because it positions the presentation in the most effective ...

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