The Sales Process: Presentations

[Presentations]

What is a Presentation?“An act of presenting or the state of being

presented, a performance, a formal introduction, a social debut.”

Wikipedia says:

Presentation is the practice of showing and explaining the content of a topic to an

audience or learner.

According to our book:

The sales presentation is a persuasive vocal and visual explanation of a proposition.

The basics of marketing remain the same:

Creating a strategy to deliver the right messages to the right people.

Why should we have a presentation?To prove that what you are selling can meet needs that have the most importantance to the customer.

Purposes of a presentation(Our main goal is to sell the product to our customer – to help)

KnowledgeBeliefs

Desire or NeedAttitude

Conviction

Add them all up:Knowledge + Beliefs + Desire + Attitude + Conviction

SALES SUCCESS!

In the selling process, it comes after Approach.{ }

There are three crucial steps in a presentation.

1. Fully discuss the features, advantages, and benefits of your product.

2. Present your marketing plan.

3. Explain your business proposition.

The sales presentation mix.

Salesperson

Persuasive Communication

Participation

Proof

Visual Aids

Dramatization

Demonstrations

Persuasive Communication

Sell Sequence = FABs + trial close

Use logical reasoning.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:

Use questionsBe empathetic

Keep the message simpleCreate mutual trust

ListenHave a positive attitude and enthusiasm

Be believable

Seven factors of good communication:

Salesperson

Persuasive Communication

Participation

Proof

Visual Aids

Dramatization

Demonstrations

Participation

QuestionsProduct use: appeals to senses

VisualsDemonstrations

Salesperson

Persuasive Communication

Participation

Proof

Visual Aids

Dramatization

Demonstrations

Proof

Past sales help predict the futureThe guaranteeTestimonials

Company proof resultsIndependent research results

Salesperson

Persuasive Communication

Participation

Proof

Visual Aids

Dramatization

Demonstrations

Visual Aids

Increase retentionStrengthen the messageLessen misunderstanding

Create a unique and lasting impressionShow the buyer that you are a professional

Appeal to the prospect’s vision with the intent of producing mental images of the product’s

features, advantages and benefits.

Salesperson

Persuasive Communication

Participation

Proof

Visual Aids

Dramatization

Demonstrations

Dramatization

Dramatics refers to presenting the product in a striking, showy, or

extravagant manner.

Dramatization improves your chances of success.

Salesperson

Persuasive Communication

Participation

Proof

Visual Aids

Dramatization

Demonstrations

Demonstrations

A successful demonstration lets 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.

The seven-point checklist:

Salesperson

Persuasive Communication

Participation

Proof

Visual Aids

Dramatization

Demonstrations

Why should we follow this model?

It captures attention and interest.It creates a two-way communication.

It involves the prospect through participation.

Gives a more complete, clear explanation of products.

Tip!Technology can be a huge help.

The Sales Presentation Goal Model:

What is your objective?

Who is 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?

Your approach technique quickly captures your prospect’s interest and immediately finds signals that the prospect has a need for your product and is ready to listen.

How do you handle presentation difficulties?

If an interruption comes up, offer to leave the room or regroup your thoughts.

Should you talk about 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.

Lastly, always be professional.

Thank you!