Presenting Wrap-up, Bridge to Planning
The Sales & Counselor SellingSM Series
“It’s all about the audience. What they know — or don’t. What they need. What they think they want. What they are willing to hear. That’s where it starts and ends. You are only in the room as a means to an end — for them!”
– Jennifer R. StJohn
Founder of The Fusion Group (1952 – 2018)
During the past months we’ve discussed the Presenting process which starts with some basic questions:
- “What’s the end result you would like to achieve?”
- “What does your listener need to hear in order to accept your proposal?”
- “How will you best compose, organize, and present options for your listener?”
You’ve probed to the core of what your prospect or client needs. With follow-up questions and conversation, you’ve presented an array of options for them to consider. And because you’ve structured a memorable and repeatable presentation, you’re heading toward the winning column.
You’re ready to enter the final stage of the process — Planning. It’s time to close the deal with a solution that serves not only the immediate needs of the prospect but offers an avenue for future business. You’re creating a long-term, business relationship built on trust and value.
Next we’ll begin to cover Planning. Beyond that, we will finish the series with Managing a Sales Practice & Building Relationships, and then, the Series Wrap-up.
In the meantime, to review what’s been covered so far (or catch up on articles you might have missed), here is the Presenting section with links to every article:
Present
- One Discipline – Having listened, this is how to offer the best options.
- Self-Important – It’s not about you, it’s about them.
- Too Much Starch? – The power and importance of structure.
- Beren and the Elders – The process that helps achieve the best outcome possible.
- Small Thing? Big Thing! – How seemingly small things can have a winning impact, especially when pitching for business.
- Think & Do! – Have a clear objective and know why your prospect would agree.
- Red or Black – The art of being a consummate pro in every communication.
Now or later, should you wish to go deeper into these ideas and concepts, contact The Fusion Group at 954-377-1550 to learn more.
We hope you continue to enjoy and profit by our Sales & Counselor Selling Series. Looking forward to seeing you next week as we begin the Planning segment of this series.
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