1. Elements of a Great Sales
Presentation

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. 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. The Five Purposes
of the Presentation

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. Three Essential Steps Within the
Presentation

7. Salespeople Use These FABs in
Their Presentations

8. The Salesperson’s Presentation
Mix

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. 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. 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. Proof Statements Help Prove What
You Say

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