Sales Presentation Approach A Presentation by GROUP E •Case Barmore •Kimberly Burton •Tawny K. FowlerSales Presentation Methods and Approach •Stephanie Perez •Kimberly Puga •Kiunta Stanley
Methods of Sales Presentation• After your approach there are four different sales presentation methods you can use to open your presentation depending on your situation. – The Memorized method – The Formula method – The Need-Satisfaction method – The Problem-Solution Selling method
Memorized Presentation• Memorized presentation is used during 2 case scenarios, in both cases needs an approach: – The buyer needs to know the product and be exposed to it – The buyer already knows about the product and want to seek it out.• During the Memorized presentation the sales person does 80%-90% of the talking to discuss key points of the product such as its benefits.• The buyer does 20%-10% of the talking to responds to predetermined questions• Advantages – The presentation is well-planed and every sales person has the same information – Gives confidence to inexperienced salesperson – Effective for short selling time, and nontechnical products such as books and cosmetics.• Disadvantages – The salesperson presents features, advantages, and benefits the may not matter to the buyer – Gives little time for the buyer to communicate – Not good for selling technical products – Buyer may feel pressured
Formula Presentation• The Formula presentation is a less structured presentation compared to the memorized. The sales person must first know something out the buyer and makes a general outline presentation, giving more flexibility.• The sales person controls the conversation in the beginning• The formula selling is effective to those who already buy for the seller• Advantages: – Ensure information is presented logically – Reasonable amount of buyer-seller communication – Handles smoother questions and objections
Need-Satisfaction Presentation• The need satisfaction presentation is designed as a flexible and interactive sales presentation; it is the most challenging and creative.• Open with an open ended question• 50%-60% is dedicated to discuss the buyers needs, this is referred to need-development.• Then the sales person controls the conversation by clarifying the buyers needs as he is presenting, this is known as need-awareness• The need-fulfillment, or the need-satisfaction is showing how the product will satisfy the needs of the buyer.
Problem–Solution Selling presentation• The problem-solution selling presentation is meant for highly complex or technical products. The salesman has to make the call depending on ones analysis of the buyers needs. It is flexible and customized approach involving in-depth study.• There are six steps: – Convincing the buyer to let the sales person give him/her time – Making the analysis – Agree on the problem and want to solve them – Propose a solution – Prepare a sales presentation based upon the analysis and proposal – Make the sale presentation• It must be well-planned and it is mostly used to present to groups.
Different Situation, Different Method• Each method is best for its situations• Memorized presentation – best for short time and simple products• Formula selling – effective for repeat purchases and predetermined needs• Need-Satisfaction – appropriate when you have to gather information• Problem-Solution – really involved presentation, great for complex and high-cost technical products and services
References• RapidResultsNZ (Dec 21, 2011) Service Based Selling (Rapid Refresher Series) Retrieved from: http://www.youtube.com/watch?v=bwiLV6Hzcck