2. The Presentation is the Heart of the
Sale
An effective approach
allows a smooth
transition into
discussing your
product’s features,
advantages,
and benefits.
3. The Purpose of the
Presentation
• Main goal is to sell your product to your
customer
• Purpose of presentation
–
–
–
–
–
Knowledge
Beliefs
Desire/Need
Attitude
Conviction
5. 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?
9. The Sales Presentation Mix
• Sales presentation mix
– Persuasive communication
• The SELL sequence and trial close
• Logical reasoning
– major premise
– minor premise
– conclusion
• Persuasion through suggestion
• Make the presentation fun
10. The Sales Presentation Mix
cont…
Personalize your relationship
Build trust
Use body language
Control the presentation
Be a diplomat
Use the Paul Harvey dialogue
Simile, metaphor, and analogy
• Participation is essential to success
Questions
Visuals
Product use
Demonstrations
11. The Sales Presentation Mix
cont…
Proof statements build believability
Past sales help predict the future
The guarantee
Testimonials
Company proof results
Independent research results
13. The Sales Presentation Mix
cont…
The visual presentation—show and tell
Visuals
increase retention
reinforce the message
reduce misunderstanding
create a unique and lasting impressions
how the buyer that you are a professional