The Sales Presentation
• Where are we?
• You’re ready to do your presentation to your customer ...
what have you done so far?
• Prospected
• You found Qualified customers
• Planned the call (Pre-approach)
•
•
•
•
Developed an objective for the call
Looked at the customer profile
Anticipated benefits that your product/service can provide
Planned the presentation (which type?)
• Approach
• Made good first impression
• Captured ATTENTION and stimulated INTEREST
1
The Sales Presentation (continued)
The essential steps within the presentation
Fully understand
customer’s needs
LISTEN!
Fully discuss
your product
Features
Advantages
Benefits
Present your
marketing plan
What’s in it for
your customer?
How to resell
How to use
Explain your
business proposition
2
The Sales Presentation
• Be Persuasive!
• Logic
• Build Trust
• Be Positive
• Get your customer to Participate
• Use Proof Statements
• Incorporate Multiple Senses (not just hearing)
• Visual Aids
• Demonstrations (participation)
3
Sales Presentation Methods
Four methods we’ll be focusing on:
Memorized
Salesperson does not attempt to determine prospect’s needs
Assumes that prospect needs can be stimulated by direct
exposure to the product
Formula
Based on the assumption that similar prospects in similar
situations can be approached with similar presentations
Need-Satisfaction
Customer focused presentation, can be thought of in three distinct
phases: need development, need awareness, and need fulfillment
Problem-Solution
Salesperson develops a detailed analysis of a prospect’s needs
over a number of sales calls, then presents a detailed solution.
4
The Structure of Sales
Presentations
Memorized
Selling
Formula
Selling
Structured
Semi-structured
Need-Satisfaction Problem-Solution
Selling
Selling
Unstructured
Customized
5
Participation Time by Customer and
Salesperson
during a Memorized Sales
Presentation
Participation Time
Salesperson talking time
Customer talking time
Approach
Presentation
Close
Sales Presentation Time
6
Participation Time by Customer and
Salesperson during a Formula Sales
Presentation
Participation Time
Salesperson talking time
Customer talking time
Approach
Presentation
Close
Sales Presentation Time
7
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