presentation sm
Catherine Blake, Instructor Marketing Management
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Professional Selling MKTG 1160 - CRN 40774, Spring 2020
Final Sales Presentation
Consultative Sales Interview Process
1. Connect
2. Value Proposition
3. Ask Questions (Needs Assessment)
4. Make Recommendations (How you can Help, Visual Evidence)
5. Request Feedback (Ask Questions/Trial Close)
6. Objection Handling
7. Close the Meeting (Close)
Catherine Blake, Instructor Marketing Management
2
Consultative Sales Interview Process
1. Connect • Introduce yourself, "Hello my name is ___________" • Find common ground or ask them a question relevant to
their career. • Develop a RELATIONSHIP • Remember, it's all about them!
Transition: "Would it be ok if I told you a little bit about my organization (or your interest in the position).
2. Value Proposition
• Facts & Stats • Describe your strengths (Pick 2) • Targeted story (Using your strengths)
Transition: "Could I ask you a few questions?"
Catherine Blake, Instructor Marketing Management
3
Consultative Sales Interview Process 3. Ask Questions (Needs Assessment)
• Today: How are YOU doing _________ today? • Future: What are YOUR Goals/Plans for the future? • Challenges/Obstacles: What challenges to you anticipate? • Impact:
o How will achieving your goals impact the organization?
o How will this affect you (or your team)? Transition: "Based on what you have told me, I am confident that I can help YOU, and here's how _______ 4. Make Recommendations (How you can Help, Visual Evidence)
• Strength, Benefit, Impact o Explain with Visuals
5. Request Feedback (Ask Questions/Trial Close)
• What are your thoughts at this time? • (Handle any objections and or answer any questions.)
o Feel, Felt, Found
Catherine Blake, Instructor Marketing Management
4
Consultative Sales Interview Process
6. Close the Meeting (or Sales Close) Pick one:
o How do you recommend we proceed?
o What are the next steps?
o When would you like for me to follow-up?
o Close ended question (Yes or No)
Thank you!