2. Pre-approach Obtaining interview; determining sales call objective; developing customer profile, customer benefit program and sales presentation strategies. Approach Meeting prospect and beginning customized sales presentation. 3. Ten Important Steps 1. 2. Presentation Further uncovering needs; relating product benefits to needs using demonstration, visuals, proof statements. Trial Close Asking prospect's opinions during and after presentation. Objections Uncovering objections 3. Ten Important Steps 1. 2. Meet the objections Satisfactorily answering objections. Trial close Asking prospect's opinion after overcoming each objection and immediately before the close. Close Bringing the prospect to the logical conclusion buy. Follow-up and service serving customer after the sale 3. 4. 2. Pre-approach Obtaining interview; determining sales call objective; developing customer profile, customer benefit program and sales presentation strategies. Approach Meeting prospect and beginning customized sales presentation. 3. Ten Important Steps 1. 2. Presentation Further uncovering needs; relating product benefits to needs using demonstration, visuals, proof statements. Trial Close Asking prospect's opinions during and after presentation. Objections Uncovering objections 3. Ten Important Steps 1. 2. Meet the objections Satisfactorily answering objections. Trial close Asking prospect's opinion after overcoming each objection and immediately before the close. Close Bringing the prospect to the logical conclusion buy. Follow-up and service serving customer after the sale 3. 4