In addition to the identifying information of the prospect, the planning guide will have space for answering key questions that will prepare the salesperson for the call. The second feature of your presentation is its style. Try to aim for an interactive presentation that allows the buyer to express his or her wants. This will help you to determine what the buyer values, which is the most important ingredient of your presentation. A sales presentation should be a dialogue, not a long-winded monologue.
People like to feel involved and to feel like they are contributing and being listened to.
This is far more effective than just announcing the benefits of your product one after another. Unless your product or service can be easily sold over the telephone, use the phone only to schedule appointments. Do you selling in person. It's important to remember that the first thing you must do is get and hold the buyer's attention. Let the customer touch or hold the product.