Sales is A Process -Step 4 Presenting Benefits and Consequences

The 4th Step in the Selling Process is Presenting Benefits and Consequences. This is to help your prospect make a positive decision to do business with you. Everything you have done prior to this step was in preparation for the opportunity to gain a customer. The presentation may take place in the same interaction as discovering needs or it may be in a separate meeting. It may take the form of a scope of work document , a proposal or a request for proposal. Regardless of the form the goal is the same-to gain a customer. During this step you are far more likely to get positive decisions when you keep the prospect engaged, talking, and answering questions. Your presentation should be a thorough and detailed understanding of the prospect’s situation