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M402 pt presenting


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M402 pt presenting

  1. 1. Stage 3. The Presenting The better we’re able to present our products and services, the more likely it is the customer will buy. <ul><li>Peter Thomson </li></ul>Copyright 2010 | Ripple Effect Systems Ltd 1 M402
  2. 2. Copyright 2010 | Ripple Effect Systems Ltd
  3. 3. Why do people buy? <ul><li>People buy emotionally and not logically. </li></ul><ul><li>People buy because of ‘Away motivation’ and ‘Towards motivation’. </li></ul><ul><li>With a specific list of reasons – as varied as possible – ask the customer why they buy. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  4. 4. <ul><li>The product or the service itself </li></ul><ul><li>Variations on the product: different sizes or different colours </li></ul><ul><li>Delivery: where will it be delivered; when will it be delivered? </li></ul><ul><li>The salesperson </li></ul><ul><li>The price </li></ul><ul><li>The terms </li></ul><ul><li>The accuracy of the product: how well will the product live up to the promise that’s being made? </li></ul><ul><li>The supplying company’s reputation </li></ul><ul><li>The venue of the sales conversation </li></ul><ul><li>What happens in the event of breakdowns or problems? </li></ul><ul><li>The customer’s need </li></ul><ul><li>The customer’s want </li></ul>Copyright 2010 | Ripple Effect Systems Ltd FACTORS PRIORITY 1/2
  5. 5. The salesperson <ul><li>When people are in a buying mode but the don’t buy, they blame the salesperson. </li></ul><ul><li>When people sell, they blame everything but the salesperson (themselves). </li></ul><ul><li>Face this truth. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  6. 6. The successful salesperson <ul><li>Appearance </li></ul><ul><li>First impression </li></ul><ul><li>Listens </li></ul><ul><li>Smiles </li></ul><ul><li>Honest </li></ul><ul><li>Experience </li></ul><ul><li>Responses </li></ul>Copyright 2010 | Ripple Effect Systems Ltd <ul><li>Positive </li></ul><ul><li>Plans and punctual </li></ul><ul><li>Confident </li></ul><ul><li>Good handshake </li></ul><ul><li>Fantastic opening </li></ul>
  7. 7. Features and benefits <ul><li>The feature is or what something is or has. </li></ul><ul><li>The benefit is what the feature does for the customer. </li></ul><ul><li>The gathering stage is for identifying what features and benefits appeal to the customer for use in the presenting stage. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  8. 8. Statement statement question <ul><li>State the feature, state the benefit, ask the question. </li></ul><ul><li>Always link back to the main copy, the ideas that you established in the gathering stage. </li></ul><ul><li>Remember: translate those features into benefits. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  9. 9. Questions & Answers <ul><li>Please post your questions: </li></ul><ul><ul><li>Q&A box bottom-left. </li></ul></ul><ul><ul><li>Comment top-right.  </li></ul></ul>Copyright 2010 | Ripple Effect Systems Ltd
  10. 10. Ripple review <ul><li>People buy on emotion, not logic </li></ul><ul><li>The salesperson is the critical part of sales; don’t neglect this fact. </li></ul><ul><li>Presenting stage: using the features and benefits found in the gathering stage to show your customer why they should buy from you. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  11. 11. ANNOUNCEMENTS <ul><li>Next Week: Joanna Martin: Persuasive pitching </li></ul><ul><li>After that: Arthur op den Brouw, then Ryan Pinnick </li></ul><ul><li>September 25 th Focus, Leads, Results. </li></ul><ul><li>Day workshop run by Mike and Arthur </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  12. 12. Copyright 2010 | Ripple Effect Systems Ltd Thank you for joining us
  13. 13. Ripple Effect Sales Training <ul><li>Master sales and your business will flourish </li></ul><ul><li>Leading sales, marketing and branding experts helping you become a master of selling: Peter Thomson, Joanna Martin, Topher Morrison, Craig Goldblatt, Michael Clark, Arthur op den Brouw, Andrew Priestley, Leigh Ashton, Grant Leboff, Hannah McNamara, Patrick White, Kathryn Lennon-Johnson and Ryan Pinnick </li></ul><ul><li> </li></ul><ul><li> </li></ul><ul><li>[email_address] </li></ul>Copyright 2010 | Ripple Effect Systems Ltd