LE ARE MUCH MORESECRETIVE ABOUT THEIR ACTIVITIES WITH YOUR COMPETITORS BUTMOST WILL AT LEAST TELL YOU WHAT THEY PERCEIVE AS THE BIGGESTADVANTAGE OF EACH OF THE PLAYERS 4HIS IS A GOOD TIME TODEMONSTRATE COMPLETE CONlDENCE THAT YOU CAN NOT ONLYTAKE ON THE COMPETITION BUT ALSO DEFEAT THEM 5SE A RECENTCAMPAIGN THAT YOU OR YOUR ORGANIZATION WON TO ILLUSTRATEYOUR CONlDENCE ,OOK AND SOUND AS THOUGH YOU WILL RELISHTHE CONTEST RATHER THAN FEAR IT
i
-AKE YOUR PRODUCTS EASIER TO BUY THAN YOUR COMPETITIONOR YOU WILL lND YOUR CUSTOMERS BUYING FROM THEM
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3UMMARY /PENING THE 3ALE&IRST IMPRESSIONS MAKE A LASTING IMPACT AND THIS IS CERTAINLYTRUE OF THE lRST SALES CALL OR MEETINGHOW YOU WELL YOUCAN ESTABLISH SUMMARIZE AND RESPOND TO EACH PROSPECTIVECUSTOMERS NEEDS WILL DECIDE WHETHER THIS PROSPECT BECOMESA CUSTOMER "UT THE OPENING CALL ALSO PROVIDES AN OPPORTUNITYFOR YOU TO hQUALIFYv THE PROSPECT TO CHECK THAT THEY HAVETHE ABILITY AND THE INTENTION TO MAKE A PURCHASE
0LAN OF !CTION

%STABLISH 9OUR 0ROSPECTIVE #USTOMERS .EEDS$O YOU KNOW HOWTHE PROSPECTCURRENTLY OPERATES
./
!SK OPEN QUESTIONSTO lND THIS OUT
9%3!RE THERE ANY REASONSWHY THEY MIGHT CHANGECURRENT PRACTICE
9%3
%STABLISHTHESE AS NEEDS
./3UMMARIZE THE PROSPECTSNEEDS WITH YOUR PRODUCTSAND SERVICES IN MIND

!SK A CLOSING QUESTIONTO GAIN COMMITMENT h)STHIS A FAIR LIST OF YOURREQUIREMENTSv
!GREE ON AN !CTION 0LAN
3UMMARIZE THE MEETING
!SK A CLOSING QUESTION TOGAIN COMMITMENTh)S THAT A FAIR SUMMARYOF OUR DISCUSSIONSv
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13/7/06 4:06:41 pm'&%*%&,+0'-0&)fc

63_ED248_US 63I[bb_d]IIff,(#,)9$_dZZ,)
1UALIFY 9OUR 0ROSPECT)S THE PROSPECTSEXPECTATION OF COSTSIGNIlCANTLY BELOW THECOST OF YOUR PRODUCTS
9%37ITHDRAW
./!RE YOU TALKING TO THEPERSON WHO MAKES THElNAL DECISION
./
!SK FOR AN INTRODUCTION TOTHE DECISION MAKER
9%3)DENTIFY ALL OTHER KEYSTAKEHOLDERS AND ASK FORINTRODUCTIONS
5SE A TRIAL CLOSE TOMEASURE PROGRESS ANDPINPOINT ANY OTHERSTUMBLING BLOCKS
!SK ABOUT COMPETITORSAND SHOW CONlDENCE THATYOU CAN SURPASS THEM
!GREE ON THE ACTIONS THATYOU AND THE PROSPECTNEED TO TAKE NEXT
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"UILD THE 3ALE/NCE YOU HAVE GATHERED THE INFORMATION YOU NEED BYQUESTIONING THE PROSPECT YOU WILL BE IN A POSITION TO SETA SALES STRATEGY 0LAN A METHODICAL PROCESS TO GUIDE THEPROSPECT FROM BEING INTERESTED TO BEING A CUSTOMER
3ET 9OUR 3ALES 3TRATEGY! SALES STRATEGY IS YOUR ROUTE MAP TO MAKING A SALE $ECIDEWHAT YOU AND THE PROSPECT MUST DO TO GET THEM TO THEPOINT OF PLACING AN ORDER 4HIS RESULTS IN A LIST OF ACTIONSTHAT FORM THE BASIS OF THE STRATEGY "ESIDE EACH ACTION PUTA MILESTONEWHAT THE ACTION HAS TO ACHIEVE 4HEN NAMESOMEONE WHO IS RESPONSIBLE FOR ACHIEVING THE MILESTONEAND THE TIME TARGET )T4HE 3ALES 0ROCESSSHOULD BE POSSIBLE TO SETOUT THE EARLY PART OF THESTRATEGY IN SOME DETAIL AFTER$ECIDE THE ACTION&OR EXAMPLE A MEETING OFYOUR lRST CONTACT LATERMIDDLE SCHOOL SCIENCE TEACHERSACTIONS MAY EMERGE ASTHE STRATEGY UNFOLDS

3ET THE MILESTONE&OR EXAMPLE AN AGREEMENT THATTHEY WILL USE THE MATERIALS
.AME THE PERSON RESPONSIBLE&OR EXAMPLE THE SALESPERSON
3ET THE TIME TARGET&OR EXAMPLE BY /CTOBER
5SE $EMONSTRATIONS5SE DEMONSTRATIONS TO BUILDTHE SALE -AKE SURE YOU GETTHE RIGHT PEOPLE TO ATTENDDEMONSTRATIONS )TS ALSOUSEFUL TO ENCOURAGE THEPOTENTIAL END USERS TO TRYTHE PRODUCTS OUTTHEIRENTHUSIASM FOR THE PRODUCTWILL HELP TO PERSUADE THEDECISION MAKER 2EHEARSEDEMONSTRATIONS SO THATTHEY RUN SMOOTHLY ANDPROFESSIONALLY A POORDEMONSTRATION CAN HARMYOUR CASE AS MUCH AS AGOOD ONE WILL BENElT IT
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#LOSE )N ON -ILESTONES!S YOU SET YOUR STRATEGY REMEMBER THAT SELLING IS A STEPBY STEP PROCESS %NSURE THAT THE PROSPECT IS HAPPY WITHEACH STEP OF THE PROCESS BEFORE MOVING ON TO THE NEXT! PROSPECT WILL NOT MAKE A PURCHASING DECISION UNTIL HE OR SHE HASDETERMINED THAT THE PRODUCT IS NEEDED MEETS THE DECISION CRITERIAIS AFFORDABLE AND GIVES VALUE FOR MONEY !T EACH POINT YOU MUSTSTIMULATE THE PROSPECTS EMOTIONAL WILL TO MAKE THE lNAL DECISION
 #HECK THAT THE PROSPECT IS SATISlED AT EACH STAGEAS YOUDISCUSS EACH POINT ASK h!RE YOU HAPPY TO GO AHEADv
 )F THE PROSPECT STILL HAS RESERVATIONS ADDRESS THESE OBJECTIONSBEFORE TRYING TO MOVE ON 9OU ARE BOTH LESS LIKELY TO WASTETIME IF YOU KNOW ABOUT AN OBJECTION EARLY ON4HIS PROCESS IS KNOWN AS hCLOSING ON MILESTONESv AND HELPS YOU TOKEEP TRACK OF PROGRESS IN A SALES CAMPAIGN )T ALSO HELPS TO ALERT YOUIF YOUR PROSPECT IS INTERESTED IN A COMPETITORS PRODUCTS OR SERVICESIF A PROSPECT SAYS h) WAS HOPING IT4OUCH AND %XPLORE %NCOURAGEWOULD HAVE AN AUTOMATIC TIMER v THISYOUR PROSPECTS TO PHYSICALLYIS PROBABLY BECAUSE THEY HAVE SEENHANDLE YOUR PRODUCTS AND GET AGOOD FEEL FOR ALL THEIR FEATURESTHIS FEATURE ON A COMPETITIVE MODEL
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)DENTIFY THE 5NIQUE 3ELLING 0ROPOSITION9OUR PRODUCT WILL PROBABLY HAVE ONE OR MORE UNIQUEFEATURES THAT ARE NOT AVAILABLE FROM COMPETITORS (OWEVERA FEATURE IS ONLY A UNIQUE SELLING PROPOSITION OR 530 IF THECUSTOMER NEEDS IT AND CAN TRANSLATE THE FEATURE INTO ABENElT &OCUS ON THE hVALUEv THAT YOUR PROPOSITION OFFERS)F FOR EXAMPLE YOU ARE THE MARKET LEADER THE hVALUEv MAYARISE FROM YOUR CONSIDERABLE EXPERIENCE IN DELIVERING ANDSUPPORTING THE PRODUCTS YOU SELLYOUR CUSTOMERS CANTHEREFORE EXPECT A SMOOTH AND RISK FREE IMPLEMENTATION
7AIT TO 0ROMOTE 9OUR /RGANIZATION4HERE ARE TWO KEY POINTS DURING A SALES CAMPAIGN WHEN ITIS APPROPRIATE TO TELL THE PROSPECT WHY HE OR SHE SHOULDCHOOSE YOUR ORGANIZATION 4HE lRST IS EARLY ON TO PROVEYOUR CREDIBILITY AS A RELIABLE SUPPLIER 4HE SECOND IS WHENTHE PROSPECT IS CLOSE TO MAKING A DECISION ! PROSPECT GOESTHROUGH A STEP BY STEP PROCESS BEFORE MAKING A DECISIONs $O ) NEED AND WANT THE PRODUCTs $O ) NEED AND WANT IT MORE THAN OTHER SIMILAR PRODUCTSs 7HICH ORGANIZATION SHOULD ) BUY FROM4IME YOUR h7HY MY ORGANIZATIONv PITCH TO HAPPEN ONLYWHEN THE PROSPECT HAS REACHED STAGE THREE

THINK
3-!244HINK BEYOND PRODUCT DIFFERENTIATORS WHEN WORKINGOUT UNIQUE SELLING PROPOSITIONSBE CREATIVE9OUR ORGANIZATION CUSTOMERS AND AFTER SALES SERVICE ARE ALLUNIQUE !SK SOMEONE SUCH AS YOUR COMPANYS OWNER OR #%/TO ADD VALUE TO YOUR PROPOSITIONPERHAPS BY OFFERING YOURPROSPECT A PERSONAL GUARANTEE OF CUSTOMER SATISFACTION 'ET ASATISlED CUSTOMER TO WRITE TO YOUR PROSPECT /R ASK A RELEVANTCOLLEAGUE SUCH AS THE MAINTENANCE MANAGER TO EXPLAIN HOWTHE PROSPECT WILL BENElT FROM SUPERB AFTER SALES SERVICE
 - ! . !' % 4 ( % 3 ! , % 3 0 2 / #% 3 3
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#!3% STUDY #OUNTERING A #OMPETITIVE 530!RUN OWNER OF A SMALL BUILDINGCOMPANY WAS BIDDING TO REFURBISHA NEIGHBORHOOD RESTAURANT(OWEVER DURING DISCUSSIONS HEREALIZED THAT THE PROSPECT 'ILDASEEMED TO FAVOR A COMPETITOR (EASKED WHY AND SHE TOLD HIM THATTHE COMPETITORS SUPPLY YARD WASBASED IN THE SAME TOWN WHILE!RUNS WAS  MILES AWAY 'ILDAWAS CONCERNED THAT THE EXTRADISTANCE COULD DELAY HER BUILDINGWORK SHOULD EXTRA MATERIALS ORTOOLS BE REQUIRED !RUN DECIDED TOASK AN EXISTING CUSTOMER LOCATEDMORE THAN  MILES  KM AWAYFROM HIS YARD TO CALL 'ILDA ANDASSURE HER THAT HIS PROJECT HADNEVER SUFFERED DELAY DUE TO THE LACK
OF MATERIALS OR BEEN COMPROMISEDBY DISTANCE 'ILDA ULTIMATELYAWARDED THE PROJECT TO !RUNs "Y BEING PROACTIVE AND ASKINGQUESTIONS !RUN WAS ABLE TOUNCOVER 'ILDAS RESERVATIONS ANDIDENTIFY HIS COMPETITORS 530INTHIS CASE HIS LOCATION 4HIS HELPEDHIM RE PITCH FOR THE BUSINESS IN AWAY THAT DEALT WITH THE PROBLEMAND EVEN TURNED IT TO HIS ADVANTAGEs "Y ASKING AN EXISTINGCUSTOMERLOCATED CONSIDERABLYFARTHER AWAY FROM HIM THAN HISPROSPECTTO CALL !RUN ADDEDVALUE TO HIS PROPOSITION 'ILDA FELTREASSURED AND THE VALUE OF THECOMPETITORS 530 WAS UNDERMINED
#REATE %MPATHY,OOK FOR SIMILARITIES BETWEEN YOUR ORGANIZATION AND THEACTIVITIES OF YOUR PROSPECT !RE YOU BASED IN THE SAMECOUNTRY OR TOWN !RE YOU OF A SIMILAR SIZE 0ERHAPS YOUARE BOTH ADDRESSING A SIMILAR MARKET -AKE STRONGOPENINGS TO PRESENTATIONS OR PROPOSALS BY POINTING OUTTHESE SIMILARITIES THIS HAS THE EFFECT OF CREATING EMPATHY0EOPLE BUY FROM PEOPLE WHO UNDERSTAND THE PROBLEMS THATTHEY ARE TRYING TO SOLVE SO SHOW YOUR PROSPECTS THAT YOUCAN SYMPATHIZE WITH THEM BECAUSE YOU ARE FACING THESAME CHALLENGES THAT THEY ARE FACING
4)0 4HE BEST TIME TO TRY TO SELL YOUR ORGANIZATIONSBENElTS IS WHEN THE PROSPECT ASKS YOU THE QUESTIONh7HY SHOULD ) BUY FROM YOUv
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-AKE 9OUR 0ROPOSAL!T SOME POINT IN A SALES CAMPAIGN YOU MUST PUT YOURPROPOSAL IN WRITING $O THIS WHEN YOU AND THE PROSPECTHAVE SPENT TIME WORKING TOGETHER 4HE WRITTEN PROPOSALSHOULD CONlRM WHAT HAS BEEN SAID
7RITE 9OUR 0ROPOSAL4HE PURPOSE OF A WRITTEN PROPOSAL OR QUOTATION IS TOCONlRM WHAT YOU THINK THE PROSPECT SHOULD BUY AND WHATTHE BENElTS WILL BE )T ALSO STATES THE TERMS AND CONDITIONSOF YOUR OFFER TO SELL-AKE SURE THE PROPOSAL IS AS POWERFUL AS POSSIBLE BYSTATING THE NAME OF THE PERSON IN THE PROSPECTSORGANIZATION WHO HAS AGREED WITH YOUR STATEMENTS )F FOREXAMPLE YOU ARE SELLING REPLACEMENT WINDOWS TO THEOCCUPIERS OF A SMALL OFlCE BUILDING WRITE DOWN WHO HASAGREED THAT THE HEATING BILLS WILL GO DOWN 2EGARDLESS OFWHETHER IT IS THE FACILITIES MANAGER OR THE lNANCIALCONTROLLER THE BENElT WILL SEEM THAT MUCH MORE PERSUASIVEIF IT HAS COME FROM SOMEONE IN THE PROSPECTS ORGANIZATION!SSIGN AS MANY STATEMENTS IN THIS WAY AS POSSIBLE
t
4%#(.)15%3TO PRACTICE
+EEPING INFORMATION SHORTAND TO THE POINT IS A VERYUSEFUL SKILL TO LEARN4O PRACTICE THIS SKILL TAKE AN OLDPROPOSAL A LETTER OR A MAGAZINEARTICLE AND TRY TO HALVE ITS SIZE "EFORE YOU START CUTTING MAKESURE THAT YOU PRIORITIZE THEFACTS AND ESSENTIAL INFORMATION 4AKE OUT ANY IRRELEVANT POINTSWAFmE OR REPETITION 4HESE WILL
ONLY REDUCE THE IMPACT OFWHAT YOU ARE TRYING TO SAY 'O THROUGH EACH POINT ANDIDENTIFY WHETHER IT IS MUSTKNOW SHOULD KNOW OR NICE TOKNOW +EEP THE MUST KNOWSTHE REMAINING POINTS ARE NOTESSENTIAL WHERE SPACE IS TIGHT -OVE THE MOST IMPORTANTPOINT TO THE FRONT TO GRAB THEREADERS INTEREST
 - ! . !' % 4 ( % 3 ! , % 3 0 2 / #% 3 3
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3TRUCTURE 9OUR 0ROPOSAL4HE AIM OF A WRITTEN PROPOSAL IS TO GET A PROSPECT TO COMMITTO A SALE 4O MAKE SURE THAT YOUR PROPOSAL IS AS PERSUASIVEAS POSSIBLE YOU SHOULD LEARN HOW TO STRUCTURE IT EFFECTIVELY"EFORE YOU BEGIN MAKE SURE YOU HAVE OBTAINED ALL THEINFORMATION YOU NEED FROM THE PROSPECT AND HAVE FULLY DISCUSSEDTHE PRODUCT OR SERVICE YOU ARE SELLING AND HOW IT WILL BE OF BENElT4HEN USE THIS SEVEN STEP PROCESS TO STRUCTURE YOUR PROPOSAL
 "ACKGROUND TO THE PROPOSALTHIS RECORDS THE ACTIVITIES THAT YOU4HE PROPOSALAND THE CUSTOMER HAVE DONE TO GETIS A WRITTENTO THIS STAGE )T SHOULD DISPLAYCONlRMATIONKNOWLEDGE OF THE CUSTOMER AND ITSOF AGREEMENTSACTIVITIES MENTIONING THE KEYPEOPLE YOU HAVE METMADE SO FAR 4HE CUSTOMER REQUIREMENTSTATE THE CUSTOMERS REQUIREMENTWITH AN INDICATION IF POSSIBLE OF THE COST OF DOING NOTHING4RY TO REmECT THE URGENCY OF THE REQUIREMENT 4HE "ASIS OF $ECISIONTHIS SECTION SHOWS THAT YOUUNDERSTAND THE CRITERIA THE PROSPECT WILL USE TO MAKE ADECISION TO GO AHEAD 9OUR PROPOSALTHIS IS A SIMPLE STATEMENT IN THE PROSPECTSTERMS OF WHAT YOU ARE PROPOSING THEY BUY !VOID JARGON "ENElTSLIST THESE AS THE VALUE THE PROSPECT WILL GET FROM THEPURCHASE )NCLUDE IF POSSIBLE lNANCIAL BENElTS AS WELL AS OTHERLESS TANGIBLE ONES 7HERE YOU ARE CLAIMING THAT THERE ARE BUSINESSBENElTS YOU SHOULD NAME THE PERSON REPRESENTING THE CUSTOMERWHO HAS AGREED ON THEM )MPLEMENTATION PLANTHIS IS A HIGH LEVEL STATEMENT OF DATESAND KEY MILESTONES IN A COMPLEX PROJECT OR SIMPLE DELIVERYDATES IF THAT IS ALL THAT IS REQUIRED 2ECOMMENDED ACTIONlNALLY RECOMMEND WHAT ACTION THEPROSPECT SHOULD TAKE TO ACCEPT THE PROPOSAL
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0RESENT 9OUR 3ALES 3OLUTION9OU WILL FREQUENTLY BE GIVEN OPPORTUNITIES TO PRESENTYOUR PROPOSAL TO A DECISION MAKING COMMITTEE OR BOARD-AKE A BIG IMPRESSION A PROFESSIONAL PERFORMANCE WILLSECURE NOT ONLY THIS SALE BUT ALSO REPEAT ORDERS
+NOW 9OUR !UDIENCE4HE CHALLENGE OF A lNAL SALES PRESENTATION IS TO MEET THEDIFFERENT NEEDS OF YOUR AUDIENCE AND THESE CAN RANGEFROM THE lNANCIAL TO THE TECHNICAL #HECK WHO IS ATTENDINGAND WHAT THEIR INTEREST IS IN YOUR PROPOSAL BUT TAILOR THEPRESENTATION TOWARD THE DECISION MAKER )F FOR EXAMPLEA TECHNICAL EXPERT ASKS ADETAILED QUESTION CHECKMINUTEWITH THE DECISION MAKER IFTHEY WOULD PREFER YOU TOHANDLE THAT QUESTION%FFECTIVE PRESENTATIONS AREOUTSIDE THE MEETING ,OOKTARGETED TO THE AUDIENCE3O HOW SHOULD YOU REACT IFFOR SIGNS OF DISTRACTION IFYOU WALK INTO THE ROOMTHE DECISION MAKER APPEARSAND lND MORE PEOPLE THERETO HAVE LOST INTEREST STOPTHAN YOU WERE EXPECTINGAND ASK WHAT HE OR SHEL &IND OUT WHO THE NEW PEOPLEWOULD LIKE TO COVER NEXT
&)8
3TRUCTURE AND 4IMING
ARE SO THAT YOU CAN ADJUSTYOUR PRESENTATION
!LWAYS MAKE SURE THAT YOUKEEP TO THE TIME THAT HASBEEN AGREED 0LAN YOURTIMING TO GET TO THE2ECOMMENDED !CTION ITEMABOUT THREE FOURTHS OF THEWAY THROUGH YOUR ALLOTTED
s 'ET AT LEAST lVE MINUTES TOMAKE ADJUSTMENTS TO YOURPRESENTATION BY SUGGESTINGTHAT THEY TAKE A COFFEE BREAKWHILE YOU SET UP
4)0 5SE VISUAL AIDS
s -AKE SURE THE PRESENTATIONSTILL CONCENTRATES ON THE MOSTIMPORTANT PERSON IN THEDECISION MAKING PROCESS
THAT ARE IMAGE ORIENTEDAND ADD EXTRA VALUE TOYOUR PRESENTATION
s 4AKE OUT ANYTHING THAT MIGHTBE CONTROVERSIAL OR BORING TOYOUR NEW AUDIENCE
 - ! . !' % 4 ( % 3 ! , % 3 0 2 / #% 3 3
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%FFECTIVE 7AYS TO 0RESENT 9OUR 3OLUTIONS.%'!4)6% )-0!#4
()'( )-0!#4
5SING REAL EXAMPLES FROM THEORGANIZATIONS BUSINESSL %XPLAINING THE STRUCTURE OF YOURPRESENTATION AND ASKING IF THEYAGREE THAT IT IS APPROPRIATEL %NCOURAGING THEM TO ASKQUESTIONS WHENEVER THEY LIKEL
3PENDING TOO LONG DESCRIBING YOURPRODUCTSL ,EAVING THEM WONDERING WHATYOUR PRESENTATION WILL INCLUDE ANDHOW LONG IT WILL TAKEL -AKING THE AUDIENCE FEEL THATTHEY SHOULD NOT INTERRUPT YOUL
TIME )F YOU HAVE BEEN GIVEN AN HOUR FOR EXAMPLE TRY TOOBTAIN AGREEMENT TO THE NEXT STEP AFTER ABOUT  MINUTES4HIS LEAVES TIME FOR DISCUSSION AND IF YOU ACHIEVE YOUROBJECTIVES EARLY EVERYONE WILL BE DELIGHTED 3TRUCTURE THEPRESENTATION ALONG THE SAME LINESAS A PROPOSALs "ACKGROUND TO THE PROPOSAL+EEP THEs 4HE CUSTOMER REQUIREMENTFOCUSOF YOURs 4HE "ASIS OF $ECISIONPRESENTATIONs 9OUR PROPOSALlRMLY ON THEs "ENElTSs )MPLEMENTATION PLANCUSTOMERs 2ECOMMENDED ACTION
$ELIVER 3UCCINCTLY4HE ENEMY OF A SUCCESSFUL PRESENTATION IS BOREDOM SOWATCH YOUR AUDIENCES REACTIONS AT ALL TIMES -AKE SURE THETALK IS INTERESTING AND ENGAGINGLY DELIVERED AND REMOVEANYTHING THAT COULD BE DESCRIBED AS hPADDINGvs +EEP THE PRESENTATION SHORT /NCE YOU HAVE ACHIEVEDYOUR OBJECTIVE STOP TALKINGs 5SE A SPOKEN LANGUAGE STYLE RATHER THAN A WRITTEN ONEAND TRY TO VARY THE TONE OF YOUR VOICEs "REAK THE PRESENTATION UP BY USING MORE THAN ONE TYPEOF VISUAL AID AND MOVE AROUNDTRY STARTING YOUR TALK FROMA SITTING POSITION THEN STANDING UP TO EMPHASIZE A POINT
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THINK
3-!24-OST PROSPECTS RIGHTLY ASSUME THAT SALESPEOPLE WANTTO MAKE PRESENTATIONS TO THEM TO WIN THEIR BUSINESS4RY A MORE SUBTLE APPROACH BY ASKING CUSTOMERS TOCLARIFY WHAT THEY ARE LOOKING FOR FROM THE PRESENTATION)F YOUR PROSPECTS TELL YOU THAT THEY ALREADY UNDERSTAND YOURPROPOSAL ASK THEM WHETHER THEY AGREE THAT IT WOULD SAVETIME TO PLACE AN ORDER RIGHT AWAY 4HIS UNUSUAL QUESTIONINGTECHNIQUE MAY WIN THE ORDER WITHOUT A PRESENTATION OR IT MAYCLARIFY ANY OBJECTIONS THAT THE BUYING TEAM IS LIKELY TO RAISE
-AKE A #ONlDENT $ELIVERY#USTOMERS BUY FROM SALESPEOPLE WHO APPEAR CONlDENTTHAT THEIR PROPOSED SOLUTION IS RIGHT FOR THEM ANDREPRESENTS GOOD VALUE FOR MONEY 3O A CONlDENT DELIVERYIS VITAL 9OU CAN GAIN CONlDENCE BY REHEARSING YOURPRESENTATION AND ENSURING THAT IT HAS A CONlDENT ANDASSERTIVE OPENING 3UPPOSE YOU ARE MAKING A lNALPRESENTATION TO A BOARD OF DIRECTORS AND YOUR OBJECTIVE ISTO WIN THE ORDER YOU CAN SIGNAL YOUR CONlDENCE ANDINTENT BY USING AN OPENING LIKE THISh4HANK YOU FOR THIS OPPORTUNITY TO PRESENT OURPROPOSAL ) INTEND TO TAKE AN HOUR TOs 'IVE A BRIEF OVERVIEW OF OUR PROPOSALs !SK IF YOU ARE READY TO