Sales Skills - Demonstrating

The stage in which the ability of the salesperson to present his or her product in such a way that it fulfills the stated or implied needs or intentions of the prospect as identified and verbalized. 

As a Strength: The salesperson presents their particular solution in an effective manner. They accomplish this feat by properly adjusting their presentation to match the unique needs of that specific prospect.

As a Weakness: The salesperson may attempt to use a pre-canned approach to presenting their solution. At the other end of the spectrum, the salesperson may attempt to “wing it” during the presentation.

Applications: This skill set is of great value in a complex sale that consistently reaches a formal presentation phase. These skills are effective in presenting an understandable solution to difficult needs expressed by the prospect.

Qualifying << Previous Stage | Next Stage >> Influencing