Decision Point: Choosing Your Presentation Style

With a better understanding of the prospect's needs and wants, the agent will move forward with the sales presentation. A number of different sales presentation styles are used today with varying degrees of customization, "hard" selling, flexibility, and customer engagement.

One of the VP$\text{'}$s goals is to train the salesforce to use a common presentation style. Which of these three presentation styles do you recommend for Welcome Home's training program?

Select an option from the choices below and click Submit.

Suggestive selling: Throughout the presentation, agents suggest products that they think customers should buy.

Canned sales presentation: Have all agents use a consistent, memorized sales pitch for all customers.

Needs satisfaction: Throughout the presentation, agents listen to the customer's needs and provide product solutions.