Sales presentations have been referred to as a “dog and pony show” to all those qualified or not. Presentations are all encompassing and include features, benefits, and all kinds of information that the prospect may or may not want to know.

Prescriptions are the opposite of presentations. Prescriptions are specific solutions to the pain or pleasures identified within the prospect’s predetermined budget and then, customized to meet the decision makers desires.

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Setting parameters to qualify sales opportunities is also referred to as setting the ground rules. The process eliminates surprise and both parties are able to work toward a clear future. A strong rapport has to be established and ground rules have to be set before the qualifying begins.

Once the prospects are comfortable with you and they are not only talking a great deal but you are listening attentively; that’s the perfect time to ask a qualifying question, “By the way, how much time have you set aside for our meeting?”

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People buy for emotional reasons and they buy from people they like and trust. It all starts with building relationships.

In order to build a lasting relationship, one must first establish rapport. You need to know the components of the NLP rapport pie and how to build rapport in the first 30 seconds of meeting. You must know how to identify an individual’s predominant sense and how to use that sense to your benefit during the presentation phase.

Once rapport has been established, questions can then be asked. However, you need to know why questions are so important, the type of questions that should be asked, and how to deal with questions from the prospect or client without giving free consulting. There are a series of questioning techniques that are available to salespeople and that will enhance the selling relationship.

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