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[Presentations]
What is a Presentation?“An act of presenting or the state of being    presented, a performance, a formal        introducti...
Wikipedia says:Presentation is the practice of showing and   explaining the content of a topic to an            audience o...
According to our book:The sales presentation is a persuasive   vocal and visual explanation of a              proposition.
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 th...
Purposes of a presentation(Our main goal is to sell the product to our customer – to help)                   Knowledge   ...
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                 SalespersonDramatiz...
Persuasive CommunicationSell Sequence = FABs + trial close
To be a persuasive communicator:                          Use logical reasoning.                      Persuade through su...
Seven factors of good communication:                 Use questions                 Be empathetic           Keep the messa...
Persuasive                 CommunicationDemonstrations                   Participation                 SalespersonDramatiz...
Participation
QuestionsProduct use: appeals to senses           Visuals      Demonstrations
Persuasive                 CommunicationDemonstrations                   Participation                 SalespersonDramatiz...
ProofPast sales help predict the future          The guarantee           Testimonials     Company proof results  Independe...
Persuasive                 CommunicationDemonstrations                   Participation                 SalespersonDramatiz...
Visual Aids           Increase retention        Strengthen the message        Lessen misunderstanding Create a unique ...
Appeal to the prospect’s vision with the intent of producing mental images of the product’s      features, advantages and ...
Persuasive                 CommunicationDemonstrations                   Participation                 SalespersonDramatiz...
DramatizationDramatics refers to presenting the   product in a striking, showy, or       extravagant manner.
Dramatization improves your chances            of success.
Persuasive                 CommunicationDemonstrations                   Participation                 SalespersonDramatiz...
Demonstrations
A successful demonstration lets the            prospect to:          Do something simple.       Work an important featur...
The seven-point checklist:
Why should we follow this model?                           Persuasive                         Communication       Demonstr...
It captures attention and interest.  It creates a two-way communication.      It involves the prospect through            ...
Tip!Technology can be a huge help.
The Sales Presentation     Goal Model:
How will you                                 What is your                   stage your                                  ob...
Your approach technique quicklycaptures your prospect’s interest and  immediately finds signals that theprospect has a nee...
How do you handle presentation         difficulties?If an interruption comes up, offer to leave    the room or regroup you...
Should you talk about competitors?    Do not refer to a competitor unless absolutely necessary. Acknowledge yourcompetitor...
Lastly, always be professional.
Thank you!
The Sales Process: Presentations
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

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The Sales Process: Presentations

  1. 1. [Presentations]
  2. 2. What is a Presentation?“An act of presenting or the state of being presented, a performance, a formal introduction, a social debut.”
  3. 3. Wikipedia says:Presentation is the practice of showing and explaining the content of a topic to an audience or learner.
  4. 4. According to our book:The sales presentation is a persuasive vocal and visual explanation of a proposition.
  5. 5. The basics of marketing remain the same: Creating a strategy to deliver the right messages to the right people.
  6. 6. Why should we have a presentation? To prove that what you are selling can meet needsthat have the most importantance to the customer.
  7. 7. Purposes of a presentation(Our main goal is to sell the product to our customer – to help) Knowledge Beliefs Desire or Need Attitude Conviction
  8. 8. Add them all up:Knowledge + Beliefs + Desire + Attitude + Conviction SALES SUCCESS!
  9. 9. { In the selling process, it comes after Approach. }
  10. 10. There are three crucial steps in a presentation.
  11. 11. 1. Fully discuss the features, advantages, and benefits of your product.
  12. 12. 2. Present your marketing plan.
  13. 13. 3. Explain your business proposition.
  14. 14. The sales presentation mix.
  15. 15. Persuasive CommunicationDemonstrations Participation SalespersonDramatization Proof Visual Aids
  16. 16. Persuasive CommunicationSell Sequence = FABs + trial close
  17. 17. 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.
  18. 18. 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
  19. 19. Persuasive CommunicationDemonstrations Participation SalespersonDramatization Proof Visual Aids
  20. 20. Participation
  21. 21. QuestionsProduct use: appeals to senses Visuals Demonstrations
  22. 22. Persuasive CommunicationDemonstrations Participation SalespersonDramatization Proof Visual Aids
  23. 23. ProofPast sales help predict the future The guarantee Testimonials Company proof results Independent research results
  24. 24. Persuasive CommunicationDemonstrations Participation SalespersonDramatization Proof Visual Aids
  25. 25. Visual Aids Increase retention Strengthen the message Lessen misunderstanding Create a unique and lasting impressionShow the buyer that you are a professional
  26. 26. Appeal to the prospect’s vision with the intent of producing mental images of the product’s features, advantages and benefits.
  27. 27. Persuasive CommunicationDemonstrations Participation SalespersonDramatization Proof Visual Aids
  28. 28. DramatizationDramatics refers to presenting the product in a striking, showy, or extravagant manner.
  29. 29. Dramatization improves your chances of success.
  30. 30. Persuasive CommunicationDemonstrations Participation SalespersonDramatization Proof Visual Aids
  31. 31. Demonstrations
  32. 32. 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.
  33. 33. The seven-point checklist:
  34. 34. Why should we follow this model? Persuasive Communication Demonstrations Participation Salesperson Dramatization Proof Visual Aids
  35. 35. 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.
  36. 36. Tip!Technology can be a huge help.
  37. 37. The Sales Presentation Goal Model:
  38. 38. 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?
  39. 39. 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.
  40. 40. How do you handle presentation difficulties?If an interruption comes up, offer to leave the room or regroup your thoughts.
  41. 41. 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.
  42. 42. Lastly, always be professional.
  43. 43. Thank you!

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