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Mastering Persuasive Product Demos: Sales Presentation Skills

Enhance your sales presentation skills with a focus on product demos. Learn the persuasive format theory, the sales process steps, and effective closing techniques within 45 minutes. Discover how to overcome objections and create powerful visualizations. Written demo script tips and Q&A included.

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Mastering Persuasive Product Demos: Sales Presentation Skills

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Presentation Transcript

  1. Presentation Skills

  2. Overview • Types of presentations • Formal Group • One-on-one • Product Demos (Concentrating on this area) • Purposes • To Inform • To Persuade - Sales related (Concentration)

  3. Overview • What you will learn: • We plan to concentrate, within 45 minutes, on the actual product presentation • You will learn the persuasive format - theory and practice • We will touch on style, but not much • Read the material -- it is also available on-line at www.chanimal.com

  4. Purpose for the Demo • Our purpose is to persuade the prospect to purchase the product • If we believe that we have the best product to fulfill their needs, then we have a moral obligation to ensure that they begin to benefit from it immediately. • “We can get anything we want in life…if we help others get what they want” Zig Ziglar • Selling is a win-win proposition • Professional selling is transparent • “Everyone likes to buy, nobody likes to be sold”

  5. We Must Sell • The born salesman...

  6. The Sales Process • Steps of the sale • Pre-approach • (qualified show, qualified list, qualified prospect0 • Approach • (prospecting - direct mail, tele”marketing”) • Set-up • (Creating a buying, versus a selling atmosphere--within seconds (don’t take too long)) • Presentation • “Show me the product!” • Close

  7. The Presentation • Read section • Single greatest close is… • Know the product • Persuasive format • Attention - Credibility • Need • Solution • Best solution • Objections • Visualization • Actuate - close

  8. Persuasive Format • Attention • Multimedia • Immediacy, pace, enthusiasm • Others…

  9. Persuasive Format • Need - a problem • Case study • PSII • Need to develop quickly • Need to hire and train people (out of school?) • Need it to be integrated • Others...

  10. Persuasive Format • Solution… CodeWarrior! (the hero)

  11. Persuasive Format • Best Solution…(your examples) • Benefit #1 • Benefit #2 • Benefit #3

  12. Persuasive Format • Overcoming objections • If it comes up most of the time… bring it up first and handle it • Red light, green light closing • “Feel, felt, found” process • Third person testimonials • Possible objections - your examples

  13. Persuasive Format • Visualization • Help them to visualize the benefits of using the product • Screen shots • Ease of use • Visualization • “Imagine…” • “Feel…” • Roller coaster closing • Close high

  14. Persuasive Format • Closing • Read section • ABC’s of closing • Trial close questions • Review 12 points • Additional closing techniques

  15. Say This Your script here Show This Written Demo Script

  16. Written Demo Script • Demo script tips • Never tell what you can show • Always practice your demo script and fill software delays with script • Know your product • Know this persuasive process intuitively

  17. Demonstration • Example...

  18. Conclusion • Demo scripts should sell • Follow the persuasive format • Written format • Show, show, show - don’t tell • Enthusiastic pace • Others...

  19. Q & A Q & A

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