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Sales Presentation Delivery

Use of Visuals to Improve Presentation Effectiveness An Expert's Viewpoint:.

MikeCarlo
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Sales Presentation Delivery

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    1. Sales Presentation Delivery Module Seven

    3. Use of Visuals to Improve Presentation Effectiveness An Expert’s Viewpoint:

    4. Linking Solutions to Needs How the buyer’s needs will be met or how an opportunity can be realized as a result of a purchase. How the product features translate, in a functional sense, into benefits for the buyer. Why the buyer should purchase from the salesperson as opposed to a competitive salesperson.

    5. Features and Benefits

    6. Features and Benefits

    7. Features and Benefits

    8. The Importance of a “Selling Point”

    9. Buying Motives

    10. The SELL Sequence Model

    11. Check-Backs and Response-Checks

    12. Reasons for Using Presentation Tools and Sales Aides Capture prospective buyer’s attention Generate interest in the recommended solution Make presentations more persuasive Increase the buyer’s participation and involvement Provide the opportunity for collaboration and two-way communication

    13. Reasons for Using Presentation Tools and Sales Aides Add clarity and enhance the prospect’s understanding Provide supportive evidence and proof to enhance believability Augment the prospect’s retention of information Enhance the professional image of the salesperson and the selling organization

    14. Sales Aids: Verbal Support Voice Characteristics Examples and Anecdotes Comparisons & Analogies

    15. Sales Aids: Sales Call Setting Location Positioning & Seating Arrangements Disruptions

    16. Sales Aids: Proof Providers

    17. Sales Aids: Visual Aids

    18. Sales Aids: Electronic Media

    19. Sales Aids:

    20. Group Sales Presentations

    21. Sales Tactics for Selling to Groups Arrival – Arrive and setup before the buying group Eye Contact – Make periodic eye contact with each member of the buying group Communication – Solicit opinions and feedback from each member of the buying group and avoid taking sides

    22. Handling Questions in Group Presentation Listen carefully and maintain eye contact with the person asking the question Repeat or restate the question as necessary to ensure understanding Answer each question succinctly and convincingly

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