The Sales Process: Presentations
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The Sales Process: Presentations

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This is the presentation of my students in Market2. Fundamental of Selling

This is the presentation of my students in Market2. Fundamental of Selling

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  • This is the Webster’s dictionary meaning
  • In this case, the “strategy” is the presentation of the product
  • Add them all up and you have SALES SUCCESS
  • Talk about your product’s FABs or (Features, Advantages & Benefits)
  • Present a marketing plan:How to resell (for reseller)How to use (for consumer and industrial user)
  • What’s in it for your customers?
  • WHAT IS A SALES PRESENTATION MIX?? (find meaning and add under here)
  • (find out what trial close means)
  • (participation of customer or seller or both?)
  • Visuals and Demonstrations will be discussed individually later on. Just need to explain what questions and product use mean. 
  • Under independent research results: Restatement of the benefit before proving itProof source and relevant facts or figures about the productExpansion of the benefit
  • Dramatics refers to talking or presenting the product in a striking, showy, or extravagant mannerDramatics should be incorporated only when you are 100 percent sure they will work effectivelyOne of the best methods of developing ideas for dramatizations is to watch television commercialsDramatic presentations set you apart from the many salespeople that buyers see each day
  • Capture attention and interestCreate two-way communicationInvolve the prospect through participationAfford a more complete, clear explanation of productsIncrease a salesperson’s persuasive powers by obtaining positive commitments on a product’s single feature, advantage, or benefitPeople receive 87 percent of their information on the outside world through their eyes and only 13 percent through the other four sensesThe addition of participation is much more persuasive than dramatization alone
  • Depends if the interruption is personal or confidential.

The Sales Process: Presentations The Sales Process: Presentations Presentation Transcript

  • [Presentations]
  • What is a Presentation?“An act of presenting or the state of being presented, a performance, a formal introduction, a social debut.”
  • Wikipedia says:Presentation is the practice of showing and explaining the content of a topic to an audience or learner. View slide
  • According to our book:The sales presentation is a persuasive vocal and visual explanation of a proposition. View slide
  • The basics of marketing remain the same: Creating a strategy to deliver the right messages to the right people.
  • Why should we have a presentation? To prove that what you are selling can meet needsthat have the most importantance to the customer.
  • Purposes of a presentation(Our main goal is to sell the product to our customer – to help) Knowledge Beliefs Desire or Need Attitude Conviction
  • Add them all up:Knowledge + Beliefs + Desire + Attitude + Conviction SALES SUCCESS!
  • { In the selling process, it comes after Approach. }
  • There are three crucial steps in a presentation.
  • 1. Fully discuss the features, advantages, and benefits of your product.
  • 2. Present your marketing plan.
  • 3. Explain your business proposition.
  • The sales presentation mix.
  • Persuasive CommunicationDemonstrations Participation SalespersonDramatization Proof Visual Aids
  • Persuasive CommunicationSell Sequence = FABs + trial close
  • To be a persuasive communicator: Use logical reasoning. Persuade through suggestion. Have a sense of fun. Personalize relationships. Build trust. Be aware of your body language: Always smile!Control the presentation: Questions re-channel an off-course presentation. Use diplomacy: Choose your battles. Consider the Paul Harvey dialogue (conversation style) Use words as selling tools (simile, metaphor, analogy) Use parables and storytelling to illustrate a point.
  • Seven factors of good communication: Use questions Be empathetic Keep the message simple Create mutual trust Listen Have a positive attitude and enthusiasm Be believable
  • Persuasive CommunicationDemonstrations Participation SalespersonDramatization Proof Visual Aids
  • Participation
  • QuestionsProduct use: appeals to senses Visuals Demonstrations
  • Persuasive CommunicationDemonstrations Participation SalespersonDramatization Proof Visual Aids
  • ProofPast sales help predict the future The guarantee Testimonials Company proof results Independent research results
  • Persuasive CommunicationDemonstrations Participation SalespersonDramatization Proof Visual Aids
  • Visual Aids Increase retention Strengthen the message Lessen misunderstanding Create a unique and lasting impressionShow the buyer that you are a professional
  • Appeal to the prospect’s vision with the intent of producing mental images of the product’s features, advantages and benefits.
  • Persuasive CommunicationDemonstrations Participation SalespersonDramatization Proof Visual Aids
  • DramatizationDramatics refers to presenting the product in a striking, showy, or extravagant manner.
  • Dramatization improves your chances of success.
  • Persuasive CommunicationDemonstrations Participation SalespersonDramatization Proof Visual Aids
  • Demonstrations
  • A successful demonstration lets the prospect to:  Do something simple.  Work an important feature.  Do something in a routine of frequently repeated. Answer questions through a demonstration or to give a feedback.
  • The seven-point checklist:
  • Why should we follow this model? Persuasive Communication Demonstrations Participation Salesperson Dramatization Proof Visual Aids
  • It captures attention and interest. It creates a two-way communication. It involves the prospect through participation.Gives a more complete, clear explanation of products.
  • Tip!Technology can be a huge help.
  • The Sales Presentation Goal Model:
  • How will you What is your stage your objective? presentation?How will you design and Who is yourdisplay visual audience? aids? How will you How will you create structure your impact? presentation?
  • Your approach technique quicklycaptures your prospect’s interest and immediately finds signals that theprospect has a need for your product and is ready to listen.
  • How do you handle presentation difficulties?If an interruption comes up, offer to leave the room or regroup your thoughts.
  • Should you talk about competitors? Do not refer to a competitor unless absolutely necessary. Acknowledge yourcompetitor only briefly & make a detailed comparison of your product and the competition’s product when necessary.
  • Lastly, always be professional.
  • Thank you!