The document provides guidance on how to effectively present to prospects in order to move them up the sales ladder. It outlines objectives for presentations such as creating value, building desire, and establishing conviction. It then discusses structuring calls, dealing with objections, conditions, and discussion tactics. Finally, it offers tips for delivery including establishing eye contact, varying voice, keeping it concise, and tapping into emotions. The overall goal is to create a compelling presentation that differentiates your solution and gets a commitment.
Elements of a Great Sales Presentation - Chapter 11 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Planning the Sales Call is a Must - Chapter 8 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Elements of a Great Sales Presentation - Chapter 11 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Planning the Sales Call is a Must - Chapter 8 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Ketrampilan menjual itu merupakan modal bagi seorang entrepreneur. Memang ada orang yang merasa tidak memiliki bakat menjual, namun itu bukan alasan untuk tidak bisa melakukan proses selling. Jenu Widjaja Tandjung, M.M., CPM (AP), memberi tips untuk meningkatkan kemampuan menjual. Simak video kuliahnya ini yang dibawakan kepada mahasiswa entrepreneurship semester 1 Universitas Ciputra, 12 September 2012.
Never mind sales and marketing. How are the interactions within the marketing team itself? Do you have product marketers off running rogue campaigns without anyone else knowledge? Then it's time to address how you are creating content and how you are managing that process.
How to ask good questions in Sales NegotationsJimmy Ng
Knowing how to ask good questions in sales presentations and negotiations to achieve a desired outcome and objective is what distinguished an experienced sales professional from amateurs. Learn this useful technique to significantly enhance your sales results!
Ketrampilan menjual itu merupakan modal bagi seorang entrepreneur. Memang ada orang yang merasa tidak memiliki bakat menjual, namun itu bukan alasan untuk tidak bisa melakukan proses selling. Jenu Widjaja Tandjung, M.M., CPM (AP), memberi tips untuk meningkatkan kemampuan menjual. Simak video kuliahnya ini yang dibawakan kepada mahasiswa entrepreneurship semester 1 Universitas Ciputra, 12 September 2012.
Never mind sales and marketing. How are the interactions within the marketing team itself? Do you have product marketers off running rogue campaigns without anyone else knowledge? Then it's time to address how you are creating content and how you are managing that process.
How to ask good questions in Sales NegotationsJimmy Ng
Knowing how to ask good questions in sales presentations and negotiations to achieve a desired outcome and objective is what distinguished an experienced sales professional from amateurs. Learn this useful technique to significantly enhance your sales results!
Mastering The Art Of 'Closing The Sale'.SNSW group8
The crucial part of a triumphant sale is closing it. It is at this point when one comes up with an ultimate verdict that sums up all the efforts, relationships and mutual understanding. This is when everything becomes clear and it’s clear that everything that has been done so far makes sense for everyone involved. At this time, the buyer and the seller find themselves in agreement that is beneficial to both parties as well. The stage marks the transition from convincing someone how beautiful something looks on him/her into convincing them about why they need this thing in their life forevermore. Real sales finesse alongside empathy underpins this whole process…
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An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
How to succeed in Sales at a Start Up With Focus in Channel Development, no audio.
Slideshow for viewing only. Presentation available for consulting or training...
Sales Power covers the secrets of successful people. Provides - Speeches for Coaches - Professional seminar presentation and workbook materials. Helps your clients build a personal plan to succeed in their goals. www.speechesforcoaches.com, Jon Newsome (770) 614-4146.
Sales Training Program.
Covered:
1. Basic Concepts of Sales/ Marketing (7P/ 4A)
2. 50 Tips
3. BCG Matrix/ few other Marketing Concepts
4. Cases studies/ Practical Examples
5. Sales Process
6. B2B/ B2C etc.
Duration: 5 Hours.
The PPT has content which we covered for a university in India. It was Online session where students did role play, case scenarios etc.
Various Sales tips were discussed.
Real cases were discussed to give students a complete idea about sales process.
For customized plan, please connect at partner@edu4sure.com or call/ whatsapp at +91-9555115533
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
Content Scheduler - BEST Content Strategy .pptxAndy Lambert
The BEST Content Strategy
Jordan and I been creating social media content for business for many years, and we both the share the same mission to simplify the social media for small businesses.
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We’ve created the BEST content strategy to give anyone a simple to follow structure to create a social media strategy.
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👋 Bond (Introduce and Engage)
🏫 Educate (Build trust through providing value)
💅 Showcase (Demonstrate your expertise)
📣 Tell (Define the action you want your followers to take)
On top of these ‘pillars’ we have ‘topics’. The topics give the outline for the post that you’ll create.
Four Proven Strategies for Inside Sales Teams to Win More DealsSales Hacker
What You'll Learn:
-How to build an effective drip campaign that converts
-How to warm up your accounts
-How to set triggers
-How to close the loop
Visit SalesHacker.com for more actionable and educational sales content.
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https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
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In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
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buy old yahoo accounts buy yahoo accountsSusan Laney
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Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
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In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
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Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
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This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
2. Presenting
Your objectives in this step of selling are:
1. To create a differential competitive advantage for
your product with an overwhelming weight of
evidence.
2. To create value for your product
3. To build desire for your proposal
4. To establish conviction that your proposal is the best
one
5. To get a commitment
Next steps
A meeting with appropriate decision makers
To move the sale forward – up the Sales Ladder
3. CUSTOMER
PROSPECT
Attention
Interest
Desire
Conviction
Action
Satisfaction
Repurchase
The Sales Ladder
Steps of
Selling
Repurchase
Servicing
Negotiating
and Closing
Presenting
Generating
Solutions
Identifying
Problems
Prospecting
Rackman
Implementation
Resolution of
Concerns
Evaluation of
Alternatives
Recognition
Of Needs
Advertising
Repurchase
Sources: Gerald L. Manning and Barry L. Reece. 1990. Selling Today: A Personal Approach. Boston: Allyn and
Bacon; Neil Rackham. 1989. Major Account Selling Strategies. New York: McGraw Hill.
Repurchase
Reinforce and
Remind
Adoption
Induce
Trial
Communicate
Information
Create
Awareness
PROSPECT
CUSTOMER
4. One-on-One Presenting
Structure calls to take prospects up the Sales
Ladder
Call structure allows you to set the agenda and
to keep your calls focused on selling/educating,
not extraneous matters.
5. Call Structure
Greeting
New information
Opening
Recap and purpose
Discussion
– Dealing with objections
– Conditions
– Discussion tactics
Summary and close
6. Dealing With Objections
Probe to understand.
Compliment, restate, and get agreement.
Empathize, reassure, and support (feel, felt, found).
Use trial closes
Forestall objections
Use “Yes, but…” and compare.
Use case histories (case studies).
Use “coming to that…”
Pass on objections.
7. Dealing With the Price Objection
Continually talk about quality
– Sell a Patek Philippe
Break price into smallest possible units
Talk value, not price.
Refer to investments, not costs.
9. Discussion Tactics
Vary your style.
– Contrast
– Movement
– Novelty
Use equivalencies.
Narrow down objections and reconfirm.
Change the basis for evaluation.
Reassure doubts.
Evaluate reactions.
10. How to Use Your Presentation
One-on-One
Hard copy – one page at a time
Hard copy - follow along (highlight points)
Hard copy – let them read, you shut up
– Except for questions
Evaluate physical space
– Sit as close as comfortable
– Side by side if possible
11. Presenting to Groups
Use PowerPoint, Flash, or Prezi.
Presentations Zen (visuals)
Clearly define your objectives beforehand.
Preparation
– Who
– Where
– When
– How
Write a script
Rehearse, rehearse, rehearse
13. The Presentation
Open
Main body of content
Summary
Conclusion and next steps (commitment)
– Ratchet up your passion and make it memorable
Debrief
14. Delivery Tips
Fit your style to audience expectations.
Poise and confidence
Love your product
Be concise
Remember WIIFM
Jeep jargon to a minimum
“We’re number one” never sold anything
No negatives
Don’t be defensive
15. Delivery Tips
Smile
Establish eye contact with everyone.
Vary your voice.
Use people’s names.
Be careful about injecting humor.
Involve the audience.
Tap into the decision maker’s emotions.
Keep going.
Laugh it off.
Be yourself and have fun.
16. Delivery Tips
Use slides as a prompt for your narrative –don’t
read slides.
Face the audience, talk to individuals (especially
the decision maker).
Announce up front how you’re going to handle
questions.
Don’t hand out hard copies beforehand.
17. Killer Presentation Checklist
1. First slide with company’s name, logo, and a catchy
theme that communicates that you understand its
challenges and suggests a partnership.
2. Second slide with a concise Introduction which
includes a statement of the purpose of the presentation.
3. Agenda items or a Table of Contents
4. A list of the prospect's marketing and advertising
goals.
5. A list of the prospect's challenges in achieving those
goals.
18. Killer Presentations
6. A statement of the prospect's current strategy in achieving
marketing and advertising goals (differentiation, focus, low-cost
producer, e.g.).
7. A description of the prospect's primary customers/target
audience.
8. An identification of opportunities that are solutions to the
prospect's problems and challenges.
9. Present the advantages of your solution over your competition,
but don't knock the competition.
10. Present the benefits of your solutions (schedules, campaigns,
packages, etc.) to the prospect's challenges.
11. Show specifically how the solutions and recommendations
will make their business more profitable. Use an ROI
analysis if appropriate.
19. Killer Presentations
Show relevant success stories and case studies from
similar customers as proof of your ability to perform and
get results.
Show terms and conditions if they are different from
standard terms and conditions in your medium.
A concise Summary of the main benefits and solutions.
A Conclusion or Next Steps, both for you and for
prospects to implement the proposal and/or to advance
the partnership, which is a call for action or
commitment.
An Appendix containing numbers and supporting
information.
20. Your Presentation
Must be better, more persuasive, more
customer-focused, and offer more solutions than
your competitor’s presentations.
Have you seen what you’re up against?