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Carefully Select Which Sales Presentation Method to Use

9. Chapter. Carefully Select Which Sales Presentation Method to Use. The Tree of Business Life: Presentation. Guided by The Golden Rule : Master the art of creating effective sales presentations Have fun presenting your product Select your presentation method based on:

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Carefully Select Which Sales Presentation Method to Use

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  1. 9 Chapter Carefully Select Which Sales Presentation Method to Use

  2. The Tree of Business Life: Presentation Guided by The Golden Rule: • Master the art of creating effective sales presentations • Have fun presenting your product • Select your presentation method based on: • Sales call objective • Prior knowledge of customer • Customer benefit plan • You will see that ethical service builds true relationships T T T Service Ethical T T T T T T T T Builds T r u e Relationships T C I

  3. The Sales Presentation • Completely and clearly explains all aspects of the salesperson’s proposition as it relates to a buyer’s _____

  4. There are Several Sales Presentation Methods and You Must Select One According to Your: • Sales ____ objective • _____ knowledge of the customer • Customer _______ plan

  5. Exhibit 9-1: The Third Step in the Sales Process is the First Step in the Sales Presentation 1. Prospecting/Customer • The sales presentation method determines how you open your presentation 2. Preapproach/Planning 3. Approach 4. Presentation 5. Trial close 6. Determine objection 7. Meet objection 8. Trial close 9. Close 10. Follow-up & Service

  6. Sales Presentation Strategy • Salespeople face numerous situations • Salesperson to _____ • Salesperson to buyer group • Sales team to _____ group • Conference selling • Seminar selling

  7. Exhibit 9-2: The Structure of Sales Presentations

  8. Exhibit 9-3: Participation Time by Customer and Salesperson During a Memorized Sales Presentation

  9. Exhibit 9-5: Participation Time by a Customer and Salesperson During a Formula Sales Presentation

  10. Exhibit 9-8: Participation Time by Customer and Salesperson During Need-Satisfaction and Problem-Solution Sales Presentations

  11. What Is the Best Presentation Method? Each of these methods is the best one when properly matched with the situation • Memorized • Formula • Need-satisfaction • Problem-solution

  12. Exhibit 9-11:The Parallel Dimensions of Selling Buyer’s Mental Steps Discussion Sequence Selling Process Money Authority Desire Discuss Product Show Feature Explain Advantage Lead into Benefit(Stress) Let Customer Talk(Trial Close) Prospecting/Customer Preapproach/Planning Approach Attention Presentation Interest Present Marketing Plan Availability, Delivery, Guarantee, Merchandising, Installation, Maintenance, Promotion, Training, Warranty Trial Close Desire Presentation Discuss Product Present Marketing Plan Explain Business Proposition Determine objection Meet objection Explain Business Proposal List Price, Shipping Cost, Discounts, Financing, ROI, Value Analysis Conviction Trial close Action (Purchase) Close Follow-up & Service Close Suggested Purchase Product, Quantity, Features, Delivery, Installation, Price

  13. 1. needs 2. Prior 3. call 4. benefit 5. buyer 6. buyer 7. Parallel Answers to Blanks

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