PRESALE PLAN WORKSHEET SALES CALL 3 - DEVELOPING A PRESENTATION Name: In opening your third sales call, your first activity should be to (1) the relationship. To do this you will comment on topics discussed in call number (2) After this step, you will make a (3) -type presentation. The first page in your presentation will be a (4) of items discovered in call (5) To present this you will use a (6) question. If your customer (7) you will return to the (8) (9) condition, repeat it, and show a (10) from your (11) strategy materials. In describing what you have shown, you will make one or more (12) statements, and then you will use a (13) to see if your customer agrees and likes your solution. If your customer disagrees with any of your (14) statements or raises a concern, you have an (15) to overcome (16) If your customer agrees, you will proceed through all (17) buying conditions. After you have successfully gone through all the buying instruc- tions, you are instructed to summarize the (18) and (19) the sale. Prior to the customer signing your sales proposal, you will need to overcome the (20) concerns. After addressing each concern, you should try to (21) the sale. Overcoming these concerns is best accomplished by you (22) them and preparing ahead of time. After closing you will (23) by scheduling an (24) to follow up on meeting details, such as (25) concerning rooms and meals