ABSTRACT
This chapter is about implementing your action plans to find ways of achieving your aims and realising your values. In Chapter 5 we considered various options for action. Now it is time to try them out. The presenting phase of the sales process is taken as parallel to the ‘taking action’ phase of action research. Presenting is the point where you come face to face with your prospective customer, possibly for the first time. The purpose of the meeting is to explore the customer’s needs, match those to your company’s products, and get a decision to purchase or to move forward in a meaningful way.
