Presenting Wrap-up, Bridge to Planning
The Sales & Counselor Selling 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 action or end result you would like the listener to take?”
- “What do you know about the listener or need to ask them?”
- “How will you best compose, organize, and present options for your listener?”
Your Counselor SellingSM journey started with getting to the core of what your prospect or client needed. You followed up with additional questions and conversation and 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. Remember, you’re creating a long-term, business relationship built on trust and value.
Next week we’ll begin to cover Planning. Beyond that, we will finish off 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.
- The Beginning of Wisdom… – Although not part of the series, it’s an important reminder about the need for clear, agreed upon definitions in all communication.
- Creating Empty and Full – The process of building trust
- 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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