The third part of the consultative sales process consists of creating a need-satisfaction sales presentation and communicating to the customer, both verbally and nonverbally, the satisfaction that the product or service can provide. The salesperson places less emphasis on the use of questions and begins making value-adding statements. These value-adding statements are organized into a presentation that informs, persuades, or reminds the customer of the most suitable product or service. In several of the remaining chapters, we discuss specific strategies used in conjunction with the sales presentation/demonstration, negotiating buyer resistance, and closing and servicing the sale.