Making your Recommendations

Surprisingly, regardless of the situation, your approach will not vary that much

Providing solutions and making recommendations is the part of the selling process that most salespeople like best. It's time to demonstrate how you can help the customer, to tell you story, and to present your products and services.

Client presentations take many forms; they range from the informal one-to-one meetings to formal expositions to a conference room full of potential clients. Surprisingly, regardless of the situation, your approach will not vary that much: your presentation should focus on features and benefits.

ACTION POINT: Focus on features and benefits when presenting your recommendations.