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Professional Salesmanship Semi Finals BSBA 21.pptx
- 1.
- 2. What is aPresentation? “An act of presenting or the state of being presented, a performance, a formal introduction, a social debut.”
- 3. Wikipedia says: Presentation isthe practice of showing and explaining the content of a topic to an audience or learner.
- 4. The sales presentationis a persuasive vocal and visual explanation of a proposition.
- 5. The basics ofmarketing remain the same: Creating a strategy to deliver the right messages to the right people.
- 6. Why should wehave a presentation? To prove that what you are selling can meet needs that have the most importance to the customer.
- 7. Purposes of apresentation (Our main goal is to sell the product to our customer – to help) Knowledge Beliefs Desire or Need Attitude Conviction
- 8. Add them allup: Knowledge + Beliefs + Desire + Attitude + Conviction SALES SUCCESS!
- 9. In the sellingprocess, it comes after Approach. { }
- 11. There are threecrucial steps in a presentation.
- 12. 1. Fully discussthe features, advantages, and benefits of your product. (Talk about your product’s FABs or Features, Advantages & Benefits)
- 13. 2. Present yourmarketing plan. How to resell (for reseller) How to use (for consumer and industrial user)
- 14. 3. Explain yourbusiness proposition.
- 15.
- 16.
- 17. Persuasive Communication Sell Sequence= FABs + trial close
- 18. – Use logicalreasoning. – 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. To be a persuasive communicator:
- 19. – Use questions –Be empathetic – Keep the message simple – Create mutual trust – Listen – Have a positive attitude and enthusiasm – Be believable Seven factors of good communication:
- 20.
- 21.
- 22. Questions Product use: appealsto senses Visuals Demonstrations
- 23.
- 24. Proof Past sales helppredict the future The guarantee Testimonials Company proof results Independent research results
- 25.
- 26. Visual Aids Increase retention Strengthenthe message Lessen misunderstanding Create a unique and lasting impression Show the buyer that you are a professional
- 27. Appeal to theprospect’s vision with the intent of producing mental images of the product’s features, advantages and benefits.
- 28.
- 29. Dramatization Dramatics refers topresenting the product in a striking, showy, or extravagant manner.
- 30. Dramatization improves yourchances of success.
- 31.
- 32.
- 33. A successful demonstrationlets 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.
- 34.
- 36.
- 37. It captures attentionand interest. It creates a two-way communication. It involves the prospect through participation. Gives a more complete, clear explanation of products.
- 38. Tip! Technology can bea huge help.
- 39.
- 40. What is your objective? Whois your audience? How will you structure your presentation? How will you create impact? How will you design and display visual aids? How will you stage your presentation?
- 41. Your approach techniquequickly captures your prospect’s interest and immediately finds signals that the prospect has a need for your product and is ready to listen.
- 42. How do youhandle presentation difficulties? If an interruption comes up, offer to leave the room or regroup your thoughts.
- 43. Should you talkabout competitors? Do not refer to a competitor unless absolutely necessary. Acknowledge your competitor only briefly & make a detailed comparison of your product and the competition’s product when necessary.
- 44. Lastly, always beprofessional.
- 45.
- 46. The Tree ofBusiness Objections
- 47. what are Objections? Oppositionor resistance to information or to the salesperson’s request if labeled a sales objection
- 48. when do Anytime fromthe introduction to the close Always be ready to face objections PROSPECTS OBJECT?
- 49. 1. Prospecting 2. Preapproach 3.Approach 4. Presentation • participation • proof • visual aids • persuasive communication • demonstration • dramatization 5. Trial close 6. Determine objections 7. Meet objections 8. Trial close 9. Close 10. Follow - up
- 50. Objections and the Sales Process •Trial closes -prospects attitude toward the product – opinion NOT a decision to buy • 4 ways to respond: 1. If positive, from trial close to close 2. If there’s objection, understand and clarify 3. Be prepared for other objections 4. Return to presentation after responding to objections and asking a trial close
- 51. Understand objections Is theprospect’s response a… Request for more information? Condition Request for more information? True objection? Major? Minor? Practical? Practical? Psychological Psychological
- 52. UNDERSTAND OBJECTIONS • Requesting forMore Information • Setting a Condition of the Sale • Giving a Hopeless Objection • Giving a True Objection
- 53. Requesting FOR MORE Information – Prospectsappear to make objections because of this – Important to listen – Chances are they are in the conviction stage – Supply the requested information indirectly
- 54. Setting a Condition of the Sale – “If youcan meet my request, I’ll buy.” or “Under certain conditions, I will buy from you.” – Quickly determine if you can help that prospect meet it. If you cannot, close the interview politely. – Often, negotiation between buyer and seller can overcome a condition.
- 55. Giving a Hopeless Objection –One that cannot be solved answered or overcome. – Some Examples: • “I already have one.” • “I’m bankrupt.” • “I’d like to buy your life insurance, but the doctor gives me only 30 days to live.”
- 56. Giving a True Objection –One that can be answered – Two Types: Major and Minor – If it is of little or no importance, quickly address it and return to selling – Nature of Either Two Types of objections may be: • Practical (overt) objections- tangible • Psychological (hidden) objections- intangible
- 57. Meet the Objection •Once you fully understand the objection, you are ready to respond to the prospect • How to respond depends on the objection • By grouping objections, you can better plan how to respond
- 58. SIX MAJOR CATEGORIESOF OBJECTIONS • Hidden Objection • Stalling Objection • No-Need Objection • Money Objection • Product Objection • Source Objection
- 59. Hidden Objections • Prospectsthat ask trivial, unimportant questions or conceal their true feeling beneath a veil of silence have hidden objections even if you may having a good conversaton with them • KNOW: WHAT questions to ask and HOW to ask
- 60. Stalling Objection • “I’llthink it over,” or “I’ll be ready to buy your next visit. Truth or “smoke screen” to get rid of you? • Common tactic • Examples: – I have to think this over – I’m too busy – I plan to wait until next fall
- 61. • With anyresponse to an objection, communicate a POSITIVE ATTITUDE • Do NOT get demanding, defensive or hostile • GOAL: To help prospects realistically examine reasons for and against buying now • If you are sure it is not in their best interest to buy now, tell them so. • Do not be satisfied with a false objection or a stall.
- 62. The NO-NEED Objection •Can disarm an unwary salesperson • Used widely because it politely gets rid of the salesperson • Strongly implies the end of the sales call • May also include a hidden objection/a stall
- 63. The Money Objection •To handle price-oriented objections – Observe nonverbal signals – Ask questions – Listen – Positively respond to the price question – Wrong to think that lowest price increase the chances of sales success – Price becomes secondary factor once customer realizes benefits
- 64. ways to respondto Money Objections “YOUR PRICE IS TOO HIGH!” “I CAN’T AFFORD IT!” “GIVE ME A 10% DISCOUNT AND I’LL GIVE YOU AN ORDER TODAY!” “YOU’VE GOT TO DO BETTER THAN THAT.”
- 65. THE PRICE/VALUE FORMULA •Only the description of the buyer’s thinking process and an explanation of why the so-called price objection is heard so often. • Tells what we must do to answer the price objection. • Price objection • Cost is what concerns the buyer, not just the price.
- 66. The Product Objection •The prospect might already use, has used, would like to use, heard of, or knows people who use a competitor’s product. • React positively. • Can use a guarantee, testimonial, independent research result, and demonstrations to counter
- 67. ways to respondto Product Objections • YOUR COMPETITOR’S PRODUCT IS BETTER. • I’LL BUY A USED ONE. • I DON’T WANT TO TAKE RISKS.
- 68. The Source Objection •Relate loyalty to a present supplier or salesperson. • May tell you that they don’t like your company. • Requires calling the prospect routinely over a period. • Takes time to break the resistance barrier • Get to know the prospect’s needs • Show your true interest. • Do not try to get all of the business at once – go for a trial run, a small order. • Learn EXACTLY what bothers the prospect
- 69. Ways to Respondto Source Objections • I’M SORRY; WE WON’T BUY FROM YOU. – Why not? – What could we do to win your business in the future? – Is there anyone else in your company who might be interested in buying our cost-saving products? Who? – Is there anything about me that prevents you from doing business with our company?
- 70.
- 71. 1. The Dodge “Beforeyou decide to buy...” - Neither Denies, Answers, Nor Ignore Objections
- 72. 2. Pass Up “Why...” -Don’t be afraid to PASS UP an objection
- 73. 3. Rephrase asquestions - Rephrase an Objection as a Question
- 74. 4. Postpone - Sometimes,it’s necessary.
- 75. 5. Boomerang - Turnan objection into a reason to buy
- 76. 6. Ask Questions -It shows how the salesperson knows the business.
- 77. Five-Question Sequence 1. Theremust be some good reason why you’re hesitating to go ahead now. Do you mind if I ask what it is? 2. In addition to that, is there any other reason for not going ahead? 3. Just supposing you could convince yourself that... Then you’d want to go ahead with it? 4. Then there must be some other reason. May I ask what it is? 5. What would it take to convince you?
- 78. Facing objections • UseDirect Denial Tactfully • The Indirect Denial Works • Compensation or Counterbalance Method • Let a Third Party Answer
- 79. After Meeting theObjection – What to do? • First, Use a Trial Close – Ask for Opinion • Move Back into Your Presentation • Move to Close Your Sale • If You Cannot Overcome the Objection • In All Things Be guided By The Golden Rule
Editor's Notes
- #2 This is the Webster’s dictionary meaning
- #5 In this case, the “strategy” is the presentation of the product
- #8 Add them all up and you have SALES SUCCESS
- #12 Talk about your product’s FABs or (Features, Advantages & Benefits)
- #13 Present a marketing plan: How to resell (for reseller) How to use (for consumer and industrial user)
- #14 What’s in it for your customers?
- #15 WHAT IS A SALES PRESENTATION MIX?? (find meaning and add under here)
- #17 (find out what trial close means)
- #21 (participation of customer or seller or both?)
- #22 Visuals and Demonstrations will be discussed individually later on. Just need to explain what questions and product use mean.
- #24 Under independent research results: Restatement of the benefit before proving it Proof source and relevant facts or figures about the product Expansion of the benefit
- #29 Dramatics refers to talking or presenting the product in a striking, showy, or extravagant manner Dramatics should be incorporated only when you are 100 percent sure they will work effectively One of the best methods of developing ideas for dramatizations is to watch television commercials Dramatic presentations set you apart from the many salespeople that buyers see each day
- #37 Capture attention and interest Create two-way communication Involve the prospect through participation Afford a more complete, clear explanation of products Increase a salesperson’s persuasive powers by obtaining positive commitments on a product’s single feature, advantage, or benefit People receive 87 percent of their information on the outside world through their eyes and only 13 percent through the other four senses The addition of participation is much more persuasive than dramatization alone
- #42 Depends if the interruption is personal or confidential.