The Presentation is the Heart of the Sale

1. The Presentation is the Heart of the Sale An effective approachallows a smooth transition into discussing yourproduct’s features, advantages,and benefits

2. Three Essential Steps Within the Presentation • Fully discuss the features, advantages, and benefits of your product • Present your marketing plan • How to resell (for reseller) • How to use (for consumer and industrial user) • Explain your business proposition • What’s in it for your customer?

3. The Salesperson’s Presentation Mix

4. Persuasive communication • Persuasive communication • Persuasion through suggestion • Make the presentation fun - YOU have fun! • Personalize the Presentation • Build Trust • Always Use Effective Non-verbal Communication • Use imagery: Help Your Customer Imagine the benefits.

5. Participation • Participation is essential to success • Questions • Product use • Visuals • Demonstrations

6. Proof • Proof statements build believability • Past sales help predict the future • The guarantee • Testimonials • Company proof results • Independent research results

7. Proof Statements Help Prove What You Say

8. visual presentation • The visual presentation - show and tell • Visuals • Increase retention • Reinforce the message • Reduce misunderstanding • Create a unique and lasting impression • Show the buyer that you are a professional

9. Dramatization Improves Your Chances

10. Demonstrations Prove it • If a picture is worth a thousand words, then a demonstration is worth a thousand pictures • Demonstration checklist • Needed and appropriate? • Planned and organized? • Flows smoothly and naturally? • Will it go as planned? • Will it backfire? • Is it ethical and professional?

11. Demonstrations Prove it • Use participation in your demonstration • Let the prospect do something simple • Let the prospect work an important feature • Let the prospect do something routine or frequently repeated • Have the prospect answer questions throughout the demonstration

12. Demonstrations Prove it cont… • Reasons for using visual aids, dramatics, and demonstrations • Capture attention and interest • Create two-way communication • Involve the prospect through participation • Afford a more complete, clear explanation of products

13. Technology Can Help! • Can provide excellent presentation methods • Multimedia computers can • Present video clips • Play sound bites • Show beautifully illustrated graphics • Be connected to projection equipment

14. Be Prepared for Presentation Difficulties • How to handle interruptions • Is discussion personal or confidential? • Offer to leave the room • Regroup your thoughts

15. Be Prepared for Presentation Difficulties cont... • Should you discuss the competition? • Do not refer to a competitor unless absolutely necessary • Acknowledge your competitor only briefly • Make a detailed comparison of your product and the competition’s product when necessary

16. Be Prepared for Presentation Difficulties cont… • Be professional always • Where the presentation takes place: • Could be anywhere

17. Be Prepared for the Presentation • The Most Important Part of the Presentation = The Practice You Do Beforehand!