The presentation is the point in the sales call at which the salesperson delivers the marketing message. The canned sales presentation , is based on recall of memorized information. This type can help less experienced salespeople remember what to say. Canned presentations do not prepare salespeople to be responsive to prospects' questions. A need-satisfaction presentation is tailored to satisfying the needs of the customer or prospects.
Some salespeople use a canned presentation to start, then switch to a needs-satisfaction mode.
Questions and Objections a. Prospects will often have questions and objections during the presentation. Objections , voicing doubt or disagreement about statements made in the presentation, won't necessarily prevent prospects from purchasing. The best salespeople anticipate objections and provide answers. Gaining Commitment to Close the Sale a. After objections and questions have been answered, gain the prospects's commitment.