1 / 28

Exhibit 8-1: The Preapproach Involves Planning the Sales Presentation

Learn how to effectively plan your sales presentation with the preapproach technique. Develop a customer profile, determine customer benefits, and set sales call objectives to maximize your sales success.

Download Presentation

Exhibit 8-1: The Preapproach Involves Planning the Sales Presentation

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. Exhibit 8-1: The Preapproach Involves Planning the Sales Presentation

  2. Exhibit 8-4: Steps in the Preapproach: Planning the Sale Develop/Review customer profile Develop customer benefits Determine sales call objective Develop sales presentation

  3. Strategic Customer Sales Planning - the Preapproach cont… • Always Have a Sales Call Objective Why am I going into the customers office? • To present my product/service and • To gain a trial order • To be given a second meeting • To get information about the current supplier • To write an order

  4. Always have a sales call objective Strategic Customer Sales Planning - The Preapproach cont… • S • M • A • R • T • Set a SMART call objective pecific easurable chievable ealistic imed

  5. Strategic Customer Sales Planning - Customer Profile Provides Insight • Review information to create customized presentation • See what customer has done in the past to determine future needs • If do not have customer profile - get one for each customer

  6. Exhibit 8-5: Information Used in a Profile and for Planning

  7. Customer Benefit Plan:What It’s All About! • Steps in creating the customer benefit plan: Step 1: Select FABs for product discussion Step 2: Select FABs for marketing plan discussion Step 3: Select FABs for business proposition discussion Step 4: Develop suggested purchase order based on first three steps

  8. Exhibit 8-6: Examples of Topics Contained in the Marketing Plan Segment of Your Sales Presentation Resellers • 1. Advertising • Geographical • National • Regional • Local • Co-op • Type • Television • Radio • Direct-mail • Internet • 2. Sales Promotion • Contests • Coupons • Samples • 3. Sales Force • Working with salespeople 4. Trade Shows

  9. Exhibit 8-6: Examples of Topics Contained in the Marketing Plan Segment of Your Sales Presentation End Users 1. Availability 2. Delivery 3. Guarantee • 4. Installation • Who does it? • When? • How? 5. Maintenance/service 6. Training on use 7. Warranty

  10. Exhibit 8-6: Examples of Topics Contained in the Marketing Plan Segment of Your Sales Presentation

  11. Exhibit 8-7: Examples of Topics Contained in the Business Proposition Segment of Your Sales Presentation Resellers 1. List price • 3. Discounts • Cash • Consumer • Quantity • Trade • Financing • Payment Plans • Interest Rate 4. Markup 2. Shipping costs 5. Profit

  12. Exhibit 8-7: Examples of Topics Contained in the Business Proposition Segment of Your Sales Presentation End Users 1. List price 2. Shipping costs • 3. Discounts • Cash • Quantity • 4. Financing • Payment plans • Interest rates 5. ROI 6. Value Analysis

  13. Exhibit 8-7: Examples of Topics Contained in the Business Proposition Segment of Your Sales Presentation

  14. Customer Benefit Plan: Develop Sales Presentation • Write out all FABs for steps 1 - 3 • Write out suggested purchase order • Now you are ALMOST ready to create your sales presentation

  15. Exhibit 8-8: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales Presentation

  16. What is Left in Creating Your Sales Presentation? As shown in Exhibit 8-8 you need to create your: • Approach - covered in Chapter 10 • Close - covered in Chapter 13

  17. Before You Can Pick Your Approach You • Select which presentation method to use - covered in Chapter 9 • Prepare for anticipated objections from your prospect/customer - covered in Chapter 12

  18. In Planning a Sales Presentation, You Should Consider • The prospect’s mental steps • What would the prospect be thinking as you give your presentation?

  19. Exhibit 8-9: The Prospect’s Five Mental Steps in Buying

  20. How Do You Obtain Someone’s Attention When You Begin Your Presentation? • Show you are there to help! • The proper approach is important! (Chapter 10) • Your goal is to determine a need or problem

  21. How Do You Keep Someone’s Interest in What You are Presenting? • Show you are there to help! • Quickly present major FABs that: • Fulfill a need • Solve a problem • Show and tell as discussed in Chapter 11

  22. How Do You Build Desire for Your Product? • Show you are there to help! • Using your trial closes, determine if prospect is interested in benefits • Watch for nonverbal signals! • Green • Yellow • Red

  23. How Do You Establish The Conviction Your Product Will Solve Needs or Problems? • Show you are there to help! • The customer sees how your product’s FABs will solve their needs or problems • Your trial closes indicate ready to buy

  24. How Do You Know if Customer Ready to Purchase So You Can Close? • Show you are there to help! • Trial close response(s), nonverbal signals indicate positive beliefs product will fulfill needs or solve problems

  25. Overview of the Selling Process • Getting the prospect’s attention and interest by having the prospect recognize a need or problem, and stating a wish to fulfill the need or solve the problem • Uncovering and answering the prospect’s questions and revealing and meeting or overcoming objections results in more intense desire • Desire is transformed into the conviction that your product can fulfill the prospect’s needs or solve problems

  26. Exhibit 8-10a: The Selling Process and Examples of Prospect’s Mental Thoughts and Questions

  27. Exhibit 8-10b: The Selling Process and Examples of Prospect’s Mental Thoughts and Questions

  28. Summary of Major Selling Issues • Careful planning of the sales call is essential to success in selling • Planning builds self-confidence, develops an atmosphere of goodwill, creates professionalism, and increases sales • Sales call planning • Have a sales call objective that is SMART • Develop or review the customer profile • Develop your customer benefit plan

More Related