2721 839 4839 karen@karenwessels.com

This is why better presales can help your sales process

The call it the ‘art of the sale’ and if you think about, it is quite an art to have conversational skills, listening skills, to think on your feet, craft a deal that makes sense and at the same time is beneficial to both parties, and being able to make the client feel important and cared for during this process.

So, let’s chat about the art of presales. This is a topic that not many broach.

The art of presales

If you do the presale right, guess what, you never have to sell in your life again! Presales done correctly builds the sales foundation so beautifully that the entire sales process is negated. Now you can just close the loop. Sounds awesome right. So how do we accomplish this?

There are a few essential pillars to presales. I want to go through each one with you so that you can build a cohesive picture of what your presales should look like in your sales journey.

4 Pillars of Presales

Relationship building

Presales is essentially built on relationship building. You know by now that sales nowadays is based on relationships. We ensure that we really know our target market, that we can speak to our prospective clients on a level and in a manner that resonates with them. It’s almost like you should be able to have a cup of coffee and a chat with each & every one of your clients. You should be able to pick up the phone, find out how their day is going and not enter into any sales talk.

Building trust & credibility

Trust and credibility is built through sharing your entrerpeneurial story, your business journey, why you started your business, sharing testimonials and referrals. Having constant social proof is a new way of doing presales, but is so important for business because so much of our marketing and advertising takes place on social media. Be prepared to tell the world how amazing you are through meeting your team, understanding your business’ North Star and inviting prospective clients to engage with you and your team. Remember to always value current clients and thank them for being a part of your journey.

Objection management

Your presales is a modern way of managing objections before the actual sale is even done. This means that all objections are managed before they are raised, easing the sales process and basically negating a huge portion of negotiating. Find creative ways of managing objections.

In our marketing agency that is focused on lead generation we created an infographic that handles the top 5 most common objections we face from prospective clients and this infographic has saved us so much time over and over again.


This is a new concept to most of us, basically what it means is to sell to prospective clients through education. This is an important presale pillar, however, it does run through the entire sales process to after sales as well.

Keep educating your market through storytelling and value-add. Show your prospective clients the value you bring to the table, the benefits of using your solution and empower them with key factors to help with their decision-making process.

Use the power of video, social media, blogs and your website as a tool to educate your target market.

About the Author : Karen has facilitated and hosted many sales masterclasses, workshops and training sessions to not only boost sales confidence however to also instill sales skills and tools that are personalised to each individual.

Karen is also a sought after speaker at Sales Conferences & Seminars, Secretarial Conferences & Symposiums and Entrepreneur Conferences & Workshops, where she engages her audience with story-like presentations of sales, outsourcing and business.

To learn more or to book Karen, visit her website.