PowerPoint Presentation Content Slides Include: • Learning objectives for this presentation • Definition/s of sales • Etymology of sales (3 points) • Sales funnel model • Do’s and don’ts (32 points) • General sales tips (15 points) • The selling process diagram • Customers (6 points) • Personal selling (10 points) • Relationship selling (3 points) • Adaptive selling (2 points) • Consultative selling (2 points) • Sales success diagram • How to increase sales (13 points) • Communication (AIDA method) • Value-added selling techniques (6 points) • Competitive advantage (14 points) • The sales cycle (6 points) • Steps recapped diagram (7 points) • Presentation (20+ points) • Identifying sales needs and examples (31 points) • Steps for handling customer objections (14 points) • Common objections and responses • Scenarios and examples • Features, benefits, solutions, and closing sales (18 points) • Closing sales (5 points) • Closing strategies (8 slides) • Understanding customer and buyer signals (13 points) • Verbal buying signals (4 points) • Nonverbal buying signals (5 points) • Warnings and avoiding obstacles (14 points) • Review (2 points) • Reflect • Recreate • Knowing your buyer (11 points) • Forcefulness and raising objections (7 points) • Actions steps (16 points)

1. SALES
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Program Objectives
( 1 of 2 )
Sales
2
Identify specific value-added selling practices that
you would like to use in customer relationships.
Define value-added selling, and identify ways you
can
add value to the sales situation.
Use a three step process for handling customer
objections.

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Program Objectives
( 2 of 2 )
Sales
3
Identify any obstacles to closing the sale, and select
strategies for over- coming them.
Analyze your products/services to determine what
benefits they provide and how they meet customer
needs.
Follow guidelines for closing sales successfully.

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Etymology – Sales
Sales
7
Qualify
Develop
Solution
Proof
Close
Sales Funnel

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Sales Do’s and Don’t’s
(1 of 4)
Sales
8
Do’s Don’t’s
Be polite.
Target potential clients.
Emphasize good qualities of product/service.
Be friendly, and make small talk.
Be rude.
Be overly pushy.
Emphasize negative qualities of product/service.
Discuss inappropriate topics.

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Sales Do’s and Don’t’s
(2 of 4)
Sales
9
Do’s Don’t’s
Allow the client to think about the offer.
Check on the client’s progress in making a decision.
Answer any questions.
Invade the potential client’s personal space.
Harass the client until they make a decision.
Pretend to know the answers to questions if you don’t.

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General Sales Tips
(1 of 3)
Sales
12
Selling is a skill that
can be learned, not a
natural talent that
someone is born
with.
Selling requires
knowledge of the
organization, the
industry, the
customers, the
competition, and the
product/service.
Listen to the
customer.

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General Sales Tips
(2 of 3)
Sales
13
“What are your expectations?”
“Can you please explain that more?”
“What else do you want to discuss?”
“Can I address any concerns?”
“How did you find out about this product/service?”
“Why do you want/need this product/service?”
“How can I most effectively help you?”
Gather information.

9. Identify
potential
customers
Meet with
customer
Make the
presentation
Close the sale Follow-up
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The Selling Process
Sales
15

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Relationship Selling
Sales
20
Relationship selling
helps to build up a
larger customer base.
In relationship selling,
the salesperson
fosters a relationship
with the customer
over time.
This relationship
makes the
customer feel
valued and
encourages future
sales interactions.

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Adaptive Selling
Sales
21
Adaptive selling is the
strategy of adjusting the
presentation to best
appeal to the customer.
Adaptive selling is a way of
ensuring that you are helping the
customer as best as you can and
makes it more likely that the
customer will be satisfied and buy
your product/service.

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Consultative Selling
Sales
22
Consultative selling is
used to identify problems
and solve them.
Consultative selling uncovers any
hidden problems and provides
the opportunity for the
salesperson to address any of the
customer’s concerns.

13. SalesConviction
Knowledge
Desire
Attitude
Beliefs
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Sales Success Diagram
Sales
25

14. • Attention
• (Attract the attention of the customer.)A
• Interest
• (Foster the customer’s interest in the product/service.)I
• Desire
• (Increase the customer’s desire for the product/service.)D
• Action
• (Encourage the customer to take action.)A
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Communication
Sales
28
Use the AIDA method!

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Professional Salesmanship
(2 of 4)
Sales
42
Top producers don’t
allow title shock to
intimidate.
Top producers don’t
talk past an order.
Top producers ask
for the order.

16. Qualifying
Identifying
needs
Providing
solutions
Closing
Prospectin
g
Implementin
g
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The Sales Cycle
Sales
46

17. - Presentation is well-planned
and organized
- Salespeople cover the same
information
- Gives salesperson
confidence
- Length is pre-determined
- All necessary information
is given
- Presentation can seem fake
and rehearsed
- Less personal
- Doesn’t allow for
conversation
- May not address specific
customer needs
- Can be confining to the
salesperson
- Limits time
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Presentation
(2 of 3)
Sales
58
Memorized Presentation:

18. CLOSING SALES

19. Closing sales can be
very satisfying.
Closing boils down to
simply asking for the
order.
However, the key to
successful closing
is earning the right
to close.
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Closing Sales
(1 of 2)
Sales
88
You do this by selling well before you attempt to close.

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Think MONEY
Sales
102
Meetings controlled with your questions.
Obstacles: how to avoid them.
Need to create real value incentive.
Endorsement from a third party.
Yes! You understand your client.

21. “This discount ends
in 2 days.”
“Our organization is
having a special only
this week.”
“This item is
almost out of
stock.”
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Closing Conversations Contain These Questions
(1 of 3)
Sales
104
Are you looking for
this kind of product
at this time?
What is your overall
budget for this kind
of deal?
Have you ever
done this kind of
deal before?

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Customers Are Ready To Buy
(1 of 2)
Sales
113
When you have shown
them that your
product/service meets
their needs – you have
helped them solve a
problem.
When you have put their
objections to rest, or you
have demonstrated that
the benefits far outweigh
the objections.

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A Headline Must Set You Apart
Sales
127
You must find a
headline that is
unique and works for
you and your
product!
You must answer
“what opportunity or
need does your deal
address?”
You must use the DEP
factor to compel the
buyer to close the deal
from the moment he
or she hears the
headline.

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Recognize Buying Signals
Sales
142
Asking questions about timing and delivery.
Becoming quiet.
Looking seriously at your literature.
Saying phrases such as, “I like what I’m hearing.”
Buyers signal their readiness by:
Take advantage ,and try to close when you detect these
signals.

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