Need satisfaction demonstrations and presentations

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Need satisfaction demonstrations and presentations

  1. 1. Need Satisfaction Demonstrationsand PresentationsProfessional PresentationTechniques for Entrepreneurs
  2. 2. Professional Presentation SkillsPresentation Skills are the “sizzle” in the steak
  3. 3. Professional Presentation SkillsPresentation Skills are the “sizzle” in the steak.“Earn the right” to ask for the order.
  4. 4. Professional Presentation SkillsPresentation Skills are the “sizzle” in the steak.“Earn the right” to ask for the order.Show that you understand their needs.
  5. 5. Professional Presentation SkillsPresentation Skills are the “sizzle” in the steak.“Earn the right” to ask for the order.Show that you understand their needs.Shows them that you recognize their problems.
  6. 6. Professional Presentation SkillsPresentation Skills are the “sizzle” in the steak.“Earn the right” to ask for the order.Show that you understand their needs.Shows them that you recognize their problems.Shows that you empathize with their situation.
  7. 7. Professional Presentation SkillsPresentation Skills are the “sizzle” in the steak.“Earn the right” to ask for the order.Show that you understand their needs.Shows them that you recognize their problems.Shows that you empathize with their situation.Demonstrates how your product or service meets their needs.
  8. 8. Professional Presentation SkillsPresentation Skills are the “sizzle” in the steak.“Earn the right” to ask for the order.Show that you understand their needs.Shows them that you recognize their problems.Shows that you empathize with their situation.Demonstrates how your product or service meets their needs.Emphasizes the unique features and benefits of your product or service.
  9. 9. Planning and Preparation
  10. 10. Planning The PresentationProfessional Presentations are based on the following;
  11. 11. Planning The PresentationProfessional Presentations are based on the following;1) Thorough knowledge of your product or service
  12. 12. Planning The PresentationProfessional Presentations are based on the following;1) Thorough knowledge of your product or service.2) Thorough Knowledge of your competitor’s product or service.
  13. 13. Planning The PresentationProfessional Presentations are based on the following;1) Thorough knowledge of your product or service.2) Thorough Knowledge of your competitor’s product or service.3) A knowledge of this specific customer’s needs.
  14. 14. Planning The PresentationProfessional Presentations are based on the following;1) Thorough knowledge of your product or service.2) Thorough Knowledge of your competitor’s product or service.3) A knowledge of this specific customer’s needs.4) Effective use of Professional Presentation Skills.
  15. 15. Preparing for the Presentation
  16. 16. Preparing for the Presentation orDemonstrationPreparation begins at your office or home.
  17. 17. Preparing for the Presentation orDemonstrationPreparation begins at your office or home.Organize your content to identify and address specific need areas.
  18. 18. Preparing for the Presentation orDemonstrationPreparation begins at your office or home.Organize your content to identify and address specific need areas.Rehearse your presentation with someone in your office or home.
  19. 19. Preparing for the Presentation orDemonstrationPreparation begins at your office or home.Organize your content to identify and address specific need areas.Rehearse your presentation with someone in your office or home.Prepare any equipment, projectors, laptops or handouts to be used in the presentation in advance!!!!!
  20. 20. Preparing for the Presentation orDemonstrationPreparation begins at your office or home.Organize your content to identify and address specific need areas.Rehearse your presentation with someone in your office or home.Prepare any equipment, projectors, laptops or handouts to be used in the presentation in advance!!!!!Create a presentation/demonstration kit.
  21. 21. Preparing a Presentation or Demonstration Kit
  22. 22. The Presentation/Demonstration Kit• Includes any and all materials you will need to make an effective presentation.
  23. 23. The Presentation/Demonstration Kit• Includes any and all materials you will need to make an effective presentation.• Includes all pertinent literature.
  24. 24. The Presentation/Demonstration Kit• Includes any and all materials you will need to make an effective presentation.• Includes all pertinent literature.• Includes an introductory letter describing your company, products and services.
  25. 25. The Presentation/Demonstration Kit• Includes any and all materials you will need to make an effective presentation.• Includes all pertinent literature.• Includes an introductory letter describing your company, products and services.• Includes Proof Sources.
  26. 26. The Presentation/Demonstration Kit• Includes any and all materials you will need to make an effective presentation.• Includes all pertinent literature.• Includes an introductory letter describing your company, products and services.• Includes Proof Sources.• Includes Testimonial Letters.
  27. 27. The Presentation/Demonstration Kit• Includes any and all materials you will need to make an effective presentation.• Includes all pertinent literature.• Includes an introductory letter describing your company, products and services.• Includes Proof Sources.• Includes Testimonial Letters.• Includes Pricing and order forms.
  28. 28. The Presentation/Demonstration Kit• Includes any and all materials you will need to make an effective presentation.• Includes all pertinent literature.• Includes an introductory letter describing your company, products and services.• Includes Proof Sources.• Includes Testimonial Letters.• Includes Pricing and order forms.• Includes Warranty Information.
  29. 29. The Presentation/Demonstration Kit• Includes any and all materials you will need to make an effective presentation.• Includes all pertinent literature.• Includes an introductory letter describing your company, products and services.• Includes Proof Sources.• Includes Testimonial Letters.• Includes Pricing and order forms.• Includes Warranty Information.• Documents compliance to Government Regulations when relevant.
  30. 30. Giving Effective Presentations or DemonstrationsStep By Step Professional Presentations
  31. 31. Giving Effective Presentations• Introduce yourself to all parties present and explain the purpose of your presentation.
  32. 32. Giving Effective Presentations• Introduce yourself to all parties present and explain the purpose of your presentation.• Summarize the prospect’s needs.
  33. 33. Giving Effective Presentations• Introduce yourself to all parties present and explain the purpose of your presentation.• Summarize the prospect’s needs.• Confirm your understanding.
  34. 34. Giving Effective Presentations• Introduce yourself to all parties present and explain the purpose of your presentation.• Summarize the prospect’s needs.• Confirm your understanding.• Ask an open question to uncover any additional needs.
  35. 35. Giving Effective Presentations• Introduce yourself to all parties present and explain the purpose of your presentation.• Summarize the prospect’s needs.• Confirm your understanding.• Ask an open question to uncover any additional needs.• Present Features and benefits that meet the customer’s needs.
  36. 36. Summarize the Needs before youstart to present! Why?
  37. 37. Summarizing The Prospect’s Needs• Confirms your understanding of the prospect’s needs.
  38. 38. Summarizing The Prospect’s Needs• Confirms your understanding of the prospect’s needs.• Prevents you from discussing things that are unimportant to your client.
  39. 39. Summarizing The Prospect’s Needs• Confirms your understanding of the prospect’s needs.• Prevents you from discussing things that are unimportant to your client.• Affirms to the client that you heard what they said.
  40. 40. Summarizing The Prospect’s Needs• Confirms your understanding of the prospect’s needs.• Prevents you from discussing things that are unimportant to your client.• Affirms to the client that you heard what they said.• Provides an opportunity to clear up any misunderstandings prior to your presentation.
  41. 41. Summarizing The Prospect’s Needs• Confirms your understanding of the prospect’s needs.• Prevents you from discussing things that are unimportant to your client.• Affirms to the client that you heard what they said.• Provides an opportunity to clear up any misunderstandings prior to your presentation.• Uncovers need areas not previously discussed.
  42. 42. Step by Step Format.
  43. 43. The Summary of Needs1. Briefly Restate the Customer’s needs (As you understand them)
  44. 44. The Summary of Needs1. Briefly Restate the Customer’s needs (As you understand them).2. Ask a closed (yes/no) question to confirm your understanding.
  45. 45. The Summary of Needs1. Briefly Restate the Customer’s needs (As you understand them).2. Ask a closed (yes/no) question to confirm your understanding.3. Ask an open question to find any additional need areas.
  46. 46. I prepared in advance for this, so how am I supposed to fit newneeds into the presentation?
  47. 47. Helpful Hints on how to prepare your need areas.
  48. 48. Common Areas of Need• There are SIX basic factors that customers consider before justifying a change.
  49. 49. Common Areas of Need• There are SIX basic factors that customers consider before justifying a change.• What are they???
  50. 50. Six Basic Factors to Consider beforemaking a change.• ALL features and benefits of ANY product or service will fit into one of the following six categories,
  51. 51. Professional Presentation Need Areas
  52. 52. Professional Presentation Need Areas
  53. 53. Professional Presentation Need Areas
  54. 54. Professional Presentation Need Areas
  55. 55. Professional Presentation Need Areas
  56. 56. Professional Presentation Need Areas
  57. 57. Exercise• Go back to your features & benefits list for your product or service and decide which need area that they fit into.• Take 5 minutes to do this.• Be prepared to discuss the results with the group.• A Feature is a characteristic of your product or service.• A Benefit shows the value of the feature to the client (So What?!)
  58. 58. Need Satisfaction Demonstration orPresentation.
  59. 59. Need Satisfaction Demonstration orPresentation.
  60. 60. Need Satisfaction Demonstration orPresentation.
  61. 61. Need Satisfaction Demonstration orPresentation.
  62. 62. Need Satisfaction Demonstration orPresentation.
  63. 63. Need Satisfaction Demonstration orPresentation.
  64. 64. Need Satisfaction Demonstration orPresentation.
  65. 65. CLOSE THE DEAL!!!
  66. 66. Professional Presentation Skills
  67. 67. Now What?
  68. 68. After The Close
  69. 69. Review
  70. 70. Economy
  71. 71. Thank You for Your Attention

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