As we note in Chapter 10, there is a need to make an effective transition from the approach to the need-discovery stage. There is the same need to transition from the need-discovery/product-selection stage to the need-satisfaction presentation stage. As noted earlier, if your customer buys immediately, you will transition to the close and conduct those activities associated with servicing the sale. Those activities will be discussed in Chapters 14 and 15. If you and your customer decide another supplier might better meet their needs, you might transition directly to servicing the sale to achieve a future sale or a referral.

If it is decided a need-satisfaction presentation is needed to communicate specific features and benefits, a statement such as “I would like to point out some of the specific benefits of the solution we have agreed upon.” If the need-satisfaction presentation is made during a separate call of a multi-call presentation, the transition should include a summary-confirmation question covering the buying conditions discussed. The summary-confirmation question would be used in closing the existing call and opening the next call. Creating and involving the prospect in the need-satisfaction presentation stage will be discussed in detail in Chapter 12.