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Elements of a Great Sales
Presentation
The Presentation is the Heart of the
Sale
An effective approach
allows a smooth
transition into
discussing your
product’s ...
The Purpose of the
Presentation
• Main goal is to sell your product to your
customer
• Purpose of presentation
–
–
–
–
–

...
The Five Purposes
of the Presentation
Three Essential Steps Within
the Presentation
• Fully discuss the features, advantages, and
benefits of your product
• Pre...
Three Essential Steps Within the
Presentation
Salespeople Use These FABs in
Their Presentations
The Salesperson’s Presentation
Mix
The Sales Presentation Mix
• Sales presentation mix
– Persuasive communication
• The SELL sequence and trial close
• Logic...
The Sales Presentation Mix
cont…
Personalize your relationship
Build trust
Use body language
Control the presentation
...
The Sales Presentation Mix
cont…
 Proof statements build believability
Past sales help predict the future
The guarantee...
Proof Statements Help Prove What
You Say
The Sales Presentation Mix
cont…
 The visual presentation—show and tell
Visuals
increase retention
reinforce the messa...
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  1. 1. Elements of a Great Sales Presentation
  2. 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. 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
  4. 4. The Five Purposes of the Presentation
  5. 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?
  6. 6. Three Essential Steps Within the Presentation
  7. 7. Salespeople Use These FABs in Their Presentations
  8. 8. The Salesperson’s Presentation Mix
  9. 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. 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. 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
  12. 12. Proof Statements Help Prove What You Say
  13. 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

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