THE SALES PRESENTATION <ul><li>PLAYING GUEST </li></ul>
  THE SALES PRESENTATION  PLAYING GUEST <ul><li>Before the Meeting </li></ul><ul><li>Research the company, its products, c...
  PLAYING GUEST <ul><li>Upon Arrival </li></ul><ul><li>Check reception area for company’s newsletter, etc, for further ins...
<ul><li>Often Preceding the Exploratory Stages of: </li></ul><ul><li>: Uncovering the needs of the prospective customer </...
<ul><li>Setting the Objectives… and Expectations </li></ul><ul><li>To educate the customer and help to determine the best ...
PLAYING GUEST Tailor your presentation on FAB basis E.g. RADTire Example
  PLAYING GUEST <ul><li>Presenting </li></ul><ul><li>Help your customer relate his concern to the bigger picture and to hi...
  PLAYING GUEST <ul><li>Handling interruptions during presentation likely by an employee or phone call </li></ul><ul><li>A...
  PLAYING GUEST <ul><li>Presenting to a Group of Decision Makers </li></ul><ul><li>Introduce Yourself and Your Proposal </...
PLAYING GUEST <ul><li>Presenting to a Group of Decision Makers </li></ul><ul><li>Get Involvement </li></ul><ul><li>- get e...
  PLAYING GUEST   <ul><li>Presenting to a Group </li></ul><ul><li>Begin your presentation with a pleasant disposition. </l...
  PLAYING GUEST <ul><li>Avoid Aggressive Mannerisms </li></ul><ul><li>interrupting the customer or trying to finish his se...
PLAYING GUEST <ul><li>Presenting to a Group </li></ul><ul><li>The Presentation </li></ul><ul><li>Summarize your poposed so...
PRESENTATION CHECKLIST <ul><li>Listed below are six areas of sales presentation planning suitable for industrial, consumer...
PRESENTATION CHECKLIST <ul><li>4. Review Sales Situation </li></ul><ul><li>what is the immediate problem? </li></ul><ul><l...
PRESENTATION CHECKLIST <ul><li>5. Personal </li></ul><ul><li>Is my appearance in good taste? </li></ul><ul><li>Do I have a...
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Making Presentations

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Making Presentations

  1. 1. THE SALES PRESENTATION <ul><li>PLAYING GUEST </li></ul>
  2. 2. THE SALES PRESENTATION PLAYING GUEST <ul><li>Before the Meeting </li></ul><ul><li>Research the company, its products, current advertising approaches, etc </li></ul><ul><li>For major meetings, obtain an Annual Report. </li></ul><ul><li>Are you meeting on a Corporate, Divisional, or individual product basis etc… it bears heavily on the size of their budget. </li></ul><ul><li>Organize your “leave behinds” Always leave something, but you must appear lean & smart. </li></ul><ul><li>Know in advance who will be attending </li></ul><ul><li>Reconfirm the day before </li></ul><ul><li>Ensure your technology equipment are together </li></ul>
  3. 3. PLAYING GUEST <ul><li>Upon Arrival </li></ul><ul><li>Check reception area for company’s newsletter, etc, for further insight and background </li></ul><ul><li>Speak personally to the client’s Secretary. </li></ul><ul><li>When introduced, remember all first names. </li></ul><ul><li>If you aren’t clear about titles or positions, ask up front. </li></ul><ul><li>You’re the customer’s guest… the information you possess will give you control. </li></ul>
  4. 4. <ul><li>Often Preceding the Exploratory Stages of: </li></ul><ul><li>: Uncovering the needs of the prospective customer </li></ul><ul><li>: Determining the customer’s success criteria: </li></ul><ul><li>e.g. timing, budget, decision making criteria, politics, etc. </li></ul><ul><li>: Creating solutions that best meet the success criteria, needs and priorities. </li></ul><ul><li>: Identifying the barriers to success. </li></ul>PLAYING GUEST
  5. 5. <ul><li>Setting the Objectives… and Expectations </li></ul><ul><li>To educate the customer and help to determine the best solution </li></ul><ul><li>Give the customer a solid rationale for the decision </li></ul><ul><li>… and being able to explain the choice to others. </li></ul><ul><li>To be able to check solution against success criteria and get feedback </li></ul><ul><li>Note: “working with the customer in picking the solution virtually eliminates objections and significantly reduces the need for price negotiation.” </li></ul>PLAYING GUEST
  6. 6. PLAYING GUEST Tailor your presentation on FAB basis E.g. RADTire Example
  7. 7. PLAYING GUEST <ul><li>Presenting </li></ul><ul><li>Help your customer relate his concern to the bigger picture and to his desired outcome </li></ul><ul><li>- Keep in mind Primacy & Latency effects </li></ul><ul><li>- Use feature/feedback/benefit method to determine appropriateness of each concern your solution can deliver. </li></ul><ul><li>- Provide for a question-and-answer period in the middle of your presentation. </li></ul>
  8. 8. PLAYING GUEST <ul><li>Handling interruptions during presentation likely by an employee or phone call </li></ul><ul><li>Avoid reiterating what you’ve covered so far. </li></ul><ul><li>Instead, review the last point you made and continue. </li></ul><ul><li>Place the blame on the environment (if interruptions are many) </li></ul><ul><li>offer a change of venue. </li></ul><ul><li>E.g. “ is there some place we can go grab a cup of coffee and finish this”? </li></ul>
  9. 9. PLAYING GUEST <ul><li>Presenting to a Group of Decision Makers </li></ul><ul><li>Introduce Yourself and Your Proposal </li></ul><ul><li>in one clear, concise sentence explain the premise of your proposal </li></ul><ul><li>Provide Some Background on Your Company </li></ul><ul><li>brief company’s history, its qualifications and credentials </li></ul><ul><li>have copies of an account list available </li></ul><ul><li>succinctly tell them where your company stands among competition </li></ul><ul><ul><li>not too detailed, focus on uniqueness and advantages. </li></ul></ul>
  10. 10. PLAYING GUEST <ul><li>Presenting to a Group of Decision Makers </li></ul><ul><li>Get Involvement </li></ul><ul><li>- get everyone’s input into the success and decision-making criteria. </li></ul><ul><li>- Acknowledge members whose views you’ve gotten </li></ul><ul><li>- Get each person to add to the list of optimal benefits & decision-making criteria </li></ul><ul><li>-Take notes (on a flipchart) on what they say,…… It will shape your presentation. </li></ul>
  11. 11. PLAYING GUEST <ul><li>Presenting to a Group </li></ul><ul><li>Begin your presentation with a pleasant disposition. </li></ul><ul><li>Attempt to provide answers to questions, fears and concerns. </li></ul><ul><li>Brainstorm all possible concerns and questions presented. </li></ul><ul><li>This information will come from; </li></ul><ul><ul><li>- talking to people within the company </li></ul></ul><ul><ul><li>- fellow salespeople and other people in the industry </li></ul></ul><ul><li>You should be prepared that there’s little you haven’t already thought of </li></ul><ul><li>Prepare a note with data, specifications, reports and solutions to specific problem - more like a fat book </li></ul>
  12. 12. PLAYING GUEST <ul><li>Avoid Aggressive Mannerisms </li></ul><ul><li>interrupting the customer or trying to finish his sentences </li></ul><ul><li>trying to impose a position on the customer </li></ul><ul><li>using and abusing the relationship </li></ul><ul><li>distorting facts or misrepresenting the truth to gain acceptance </li></ul><ul><li>Quickly forcing the buying decision </li></ul>
  13. 13. PLAYING GUEST <ul><li>Presenting to a Group </li></ul><ul><li>The Presentation </li></ul><ul><li>Summarize your poposed solution </li></ul><ul><ul><li>Provide a benefit summary </li></ul></ul><ul><ul><li>explain the benefits to group’s specific needs. </li></ul></ul>
  14. 14. PRESENTATION CHECKLIST <ul><li>Listed below are six areas of sales presentation planning suitable for industrial, consumer, and service sales people. </li></ul><ul><li>1. Review account profile </li></ul><ul><li>2. Review customer’s product/service line </li></ul><ul><ul><li>What are the products/services? </li></ul></ul><ul><ul><li>What is the quality of products/services? </li></ul></ul><ul><ul><li>What manufacturing processes are used? </li></ul></ul><ul><ul><li>What are the applications/uses of the product? </li></ul></ul><ul><li>3. Review the customer’s market situation </li></ul><ul><ul><li>Who are the competitors? </li></ul></ul><ul><ul><li>How do they share this business? </li></ul></ul><ul><ul><li>What new products are being developed </li></ul></ul>
  15. 15. PRESENTATION CHECKLIST <ul><li>4. Review Sales Situation </li></ul><ul><li>what is the immediate problem? </li></ul><ul><li>How will my product or service overcome this problem? </li></ul><ul><li>Do I know the customer’s priorities, so that I can help him reach his goal? </li></ul><ul><li>Have I thought of all the possible resistance that the customer may raise and set my objectives to overcome them? </li></ul><ul><li>What has gone on before? </li></ul><ul><li>Where does the project now stand? </li></ul><ul><li>Has it been done? if not, why not? </li></ul><ul><li>What has to be done now? </li></ul><ul><li>Do I have a simple and logical sales plan? </li></ul><ul><li>Is there an unusual approach that I can make here? </li></ul><ul><li>What do I have to do now to increase my business here? </li></ul>
  16. 16. PRESENTATION CHECKLIST <ul><li>5. Personal </li></ul><ul><li>Is my appearance in good taste? </li></ul><ul><li>Do I have an appointment? </li></ul><ul><li>Am I in the proper frame of mind? </li></ul><ul><li>Do I have a positive sales image? </li></ul><ul><li>6. Materials </li></ul><ul><li>Do I have a complete sample line? </li></ul><ul><li>Do I have sales literature and catalogs? </li></ul><ul><li>Do I have graphics or photos showing the product application? </li></ul><ul><li>Do I have the necessary agreements and paperwork? </li></ul>

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