Chapter 10 The Presentation: The Power of Solving Problems

1. Chapter 10 The Presentation: The Power of Solving Problems

2. Video Ride-Along • The video The Presentation features Paul Blake, Vice President of Sales at Greater Media Philadelphia • Paul Blake talks about the importance of preparation – prior to the presentation as well as during the presentation • To view the video, click here

3. Chapter Objectives • Learn how to prepare for a sales presentation. • Discuss how to dress for success for a sales presentation. • Learn how to deliver your message in a powerful and effective way. • Understand SPIN and how to use it during the sales presentation. • Learn the five steps of a successful sales presentation. • Understand how to prepare for a successful job interview.

4. Prior to the presentation: Identify your ally in the prospect company and get additional details about the company Research briefly on everyone who will be attending the presentation Plan the seating arrangement strategically Walk through your mental rehearsals During the presentation: Use the names of everyone present Give the presentation a personal touch Take a customer-centric approach How to Prepare for a Sales Presentation

5. Figure 10.1 - Prepresentation Checklist Click below to view full-size

6. Dress for Success • The video Fashion Advice for Men : How to Dress Business Casual – Men features a fashion designer; he gives few tips on menswear – business casual • To view the video, click here • The video What not to Wear to Work explains how your dressing can affect your chances of success and promotion • To view the video, click here

7. What is an Ascot???

8. Dress for Success • The video What Not to Wear: Summer Work Fashion explains what is appropriate (and inappropriate) business attire for the summer • To view the video, click here

9. Dress for Success (Exercise) Which of these is an appropriate way to dress if you are having a sales meeting with a client at a restaurant?

10. Dress to Impress • The video Dress for Success features a HR Consultant and a Fashion House Representative • The video demonstrates how to dress for interviews and in the office • To view the video, click here

11. Making Your Presentation Work • Structure of your presentation depends on: • The size of your audience • The location of your presentation • The tools which you will be using during the presentation

12. Elements of an Effective Presentation • The video Effective Presentations features Terry Sjodin, Author of New Sales Speak • Terry Sjodin discusses the nine mistakes that salespeople make in a presentation • http://www.youtube.com/watch?v=hKv_s6WMc1U

13. Presenting to individuals Easy to customize your approach Knowing your buyer helps you to deliver value Send a precall questionnaire to your contact and use the information gathered to create an agenda Presenting to groups Saves time Generates enthusiasm of people in an organization who can influence others Adjust the presentation to the dynamics in the room Tip -- Always ask for the size of your audience Tip -- Keep in mind the needs of each stakeholder Presenting to Individuals and Groups

14. Steve Jobs Presentation http://www.youtube.com/watch?v=mCgjk7MMl8Q

15. Lessons Learned from a Steve Jobs Presentation http://www.youtube.com/watch?v=2-ntLGOyHw4&feature=results_main&playnext=1&list=PL4A2CA8F12B5A1F73

17. Sell with Success Stories • The video Selling With Success Stories features Rachel Gordon, Account Manager at WMGK • Rachel Gordon discusses how she uses success stories to present her solutions to the new prospects • To view the video, click here

18. Group Presentations • The video, Super Sales Presentations - Sales Training Presentation Skills Video Preview from Seminars on DVD features Patricia Fripp • The video can be helpful to learn some strategies for delivering presentations effectively • To view the video, click here

19. Right place At your place of business At a neutral location At your prospect’s place of business Via Webinars and video conferences Right tools PowerPoint presentations Brochures, premiums, and leave-behinds Samples and demonstrations Cost-benefit analysis and ROI The Right Place and Tools

20. Make your slides easy to read Replace descriptive headlines with headlines that sell Use the 10/20/30 rule Remember that the PowerPoint is only an aid Turn down the lights Go overboard with technological gimmicks Hide behind your computer screen when using PowerPoint Fill your slides with words Bore your audience with visual sameness Dos and Don’ts of a PowerPoint Presentation

21. 10/20/30 Rule • The video 10-20-30 Presentation Rule features Guy Kawasaki, Best-Selling Author • Guy Kawasaki explains how to use the 10-20-30 rule while creating your presentation • http://www.youtube.com/watch?v=liQLdRk0Ziw

22. Powerful PowerPoint Presentation Tips • The video “Slide:ology by Nancy Duarte |Book Brief” showcases how to capture and inspire your audience with your PowerPoint presentations • Nancy Duarte / Steve Jobs clips • http://www.youtube.com/watch?v=odSrURCGSJs • http://www.youtube.com/watch?v=k-zMRPZpvcw&feature=related

23. Five Steps of a Successful Sales Presentation • Build rapport • Make a general benefit statement • Make a specific benefit statement • Presentation • Close

24. Don’t Be Forgettable • The video, Persuasive and Effective Communication features Terri Sjodin • Terri Sjodin discusses how to elevate your presentation skills to another level • To view the video, click here

25. Proposal • It is a document that proposes the specific terms of the sale, including pricing, delivery time frame, and the scope of the products or services you are offering • Elements of a good proposal – Introduction, definition, discussion, cost, time frame, call to action, and evidence • Objective of a proposal: • To educate the prospect • To convince the prospect • To provide justification for the prospect’s investment