RISE: Sales Presentation Process Topics

RISE

    Need for Process

    Steps for Success

    Situational Flexibility

       Audience Size

       Passive vs Active

       Support Material

Preparing For Success

    Customer Buying Triggers

    Relationship Development

    Common Ground

    Understanding & Leveraging Personalities

    Generational Distinctions

    Geographical Nuances

    Professional Credibility

The SAW Process

   Seek

      Prep Work

      Client Areas of Concern/Needs/Desires

      Effective Uncovering Techniques

          Subtle Inquiry 

   Advise

      The “Smell” Test

      Prescriptive Solutions

      Features and Benefits 

      RSAV Formula

          Remind Solution Advantages Verification

   Work!

      Timing

      Objections and Rebuttals

          CARE – Clarify, Adjust, Resolve, Expand

       Next Steps

      Action Plan

      Referrals