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The Sales Presentation

The Sales Presentation. Where are we? You’re ready to do your presentation to your customer ... what have you done so far? Prospected You found Qualified customers Planned the call (Pre-approach) Developed an objective for the call Looked at the customer profile

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The Sales Presentation

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Presentation Transcript

  1. The Sales Presentation • Where are we? • You’re ready to do your presentation to your customer ... what have you done so far? • Prospected • You found Qualified customers • Planned the call (Pre-approach) • Developed an objective for the call • Looked at the customer profile • Anticipated benefits that your product/service can provide • Planned the presentation (which type?) • Approach • Made good first impression • Captured ATTENTION and stimulated INTEREST

  2. The Sales Presentation (continued) The essential steps within the presentation Fully understand customer’s needs LISTEN! Features Advantages Benefits Fully discuss your product Present your marketing plan How to resell How to use Explain your business proposition What’s in it for your customer?

  3. The Sales Presentation • Be Persuasive! • Logic • Build Trust • Be Positive • Get your customer to Participate • Use Proof Statements • Incorporate Multiple Senses (not just hearing) • Visual Aids • Demonstrations (participation)

  4. Sales Presentation Methods • Four methods we’ll be focusing on: • Memorized • Salesperson does not attempt to determine prospect’s needs • Assumes that prospect needs can be stimulated by direct exposure to the product • Formula • Based on the assumption that similar prospects in similar situations can be approached with similar presentations • Need-Satisfaction • Customer focused presentation, can be thought of in three distinct phases: need development, need awareness, and need fulfillment • Problem-Solution • Salesperson develops a detailed analysis of a prospect’s needs over a number of sales calls, then presents a detailed solution.

  5. Memorized Selling Formula Selling Need-Satisfaction Selling Problem-Solution Selling Structured Semi-structured Unstructured Customized The Structure of Sales Presentations

  6. Salesperson talking time Participation Time Customer talking time Approach Presentation Close Participation Time by Customer and Salespersonduring a Memorized Sales Presentation Sales Presentation Time

  7. Salesperson talking time Participation Time Customer talking time Approach Presentation Close Sales Presentation Time Participation Time by Customer and Salesperson during a Formula Sales Presentation

  8. REMAINING SLIDES INTENTIONALLY LEFT BLANK. THEY ARE VIEWABLE BY SUBSCRIPTION MEMBERS ONLY

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