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The Presentation is the Heart of the Sale. An effective approach allows a smooth transition into discussing your product’s features, advantages, and benefits. Three Essential Steps Within the Presentation. Fully discuss the features, advantages, and benefits of your product
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The Presentation is the Heart of the Sale An effective approachallows a smooth transition into discussing yourproduct’s features, advantages,and benefits
Three Essential Steps Within the Presentation • Fully discuss the features, advantages, and benefits of your product • Present your marketing plan • How to resell (for reseller) • How to use (for consumer and industrial user) • Explain your business proposition • What’s in it for your customer?
Persuasive communication • Persuasive communication • Persuasion through suggestion • Make the presentation fun - YOU have fun! • Personalize the Presentation • Build Trust • Always Use Effective Non-verbal Communication • Use imagery: Help Your Customer Imagine the benefits.
Participation • Participation is essential to success • Questions • Product use • Visuals • Demonstrations
Proof • Proof statements build believability • Past sales help predict the future • The guarantee • Testimonials • Company proof results • Independent research results
visual presentation • The visual presentation - show and tell • Visuals • Increase retention • Reinforce the message • Reduce misunderstanding • Create a unique and lasting impression • Show the buyer that you are a professional
Demonstrations Prove it • If a picture is worth a thousand words, then a demonstration is worth a thousand pictures • Demonstration checklist • Needed and appropriate? • Planned and organized? • Flows smoothly and naturally? • Will it go as planned? • Will it backfire? • Is it ethical and professional?
Demonstrations Prove it • Use participation in your demonstration • Let the prospect do something simple • Let the prospect work an important feature • Let the prospect do something routine or frequently repeated • Have the prospect answer questions throughout the demonstration
Demonstrations Prove it cont… • Reasons for using visual aids, dramatics, and demonstrations • Capture attention and interest • Create two-way communication • Involve the prospect through participation • Afford a more complete, clear explanation of products
Technology Can Help! • Can provide excellent presentation methods • Multimedia computers can • Present video clips • Play sound bites • Show beautifully illustrated graphics • Be connected to projection equipment
Be Prepared for Presentation Difficulties • How to handle interruptions • Is discussion personal or confidential? • Offer to leave the room • Regroup your thoughts
Be Prepared for Presentation Difficulties cont... • Should you discuss the competition? • 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
Be Prepared for Presentation Difficulties cont… • Be professional always • Where the presentation takes place: • Could be anywhere
Be Prepared for the Presentation • The Most Important Part of the Presentation = The Practice You Do Beforehand!