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Elements of a Great Sales Presentation

11. Chapter. Elements of a Great Sales Presentation. The Tree of Business Life: Presentation. Guided by The Golden Rule : Create elements of the presentation that appeal to the buyer’s senses and lead to improved understanding Liven up your talk with drama and a demonstration

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Elements of a Great Sales Presentation

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  1. 11 Chapter Elements of a Great Sales Presentation

  2. The Tree of Business Life: Presentation Guided by The Golden Rule: • Create elements of the presentation that appeal to the buyer’s senses and lead to improved understanding • Liven up your talk with drama and a demonstration • Use technology to help make your message clear • Be professional about competition • You will see that ethical service builds true relationships T T T Service Ethical T T T T T T T T Builds T r u e Relationships T C I

  3. Exhibit 11-1: The Presentation is the Heart of the Sale • An effective ________ allows a smooth transition into discussing your product’s features, advantages, and benefits 1. Prospecting 2. Preapproach 3. Approach 4. Presentation • Product SELLs • Marketing plan SELLs • Business Proposition SELLs 5. Trial Close 6. Determine objections 7. Meet objections 8. Trial close 9. Close 10. Follow-up

  4. Three Essential Steps Within the Presentation • Fully discuss the features, advantages, and benefits of your product • Present your _________ plan • How to resell (for reseller) • How to use (for consumer and industrial user) • Explain your ________ proposition • What’s in it for your customer?

  5. Exhibit 11-3: Three Essential Steps Within the Presentation

  6. Exhibit 11-5: The Sales Presentation Mix

  7. Participation is Essential to Success • Questions • Product use: appeals to senses • Visuals (to be discussed) • Demonstrations (to be discussed)

  8. Proof Statements Build Believability • Past sales help predict the future • The guarantee • ____________ • Company _____ _______ • Independent research results • Restatement of the benefit before proving it • Proof source and relevant facts or figures about the product • Expansion of the benefit

  9. Example • Consider the following proof statement referring to independent research results (identify: source and facts, benefit restatement, benefit expansion): I’m sure that you want a radio that’s going to sell and be profitable for you (_________________). Figures in Consumer Guide and ConsumerSales magazines indicate that the Sony XL-100 radios, although the newest on the market, are the third largest in sales (______________). Therefore, when you handle the Sony XL line, you’ll find that radio sales and profits will increase, and more customers will come into your store (_______________).

  10. Exhibit 11-6: Proof Statements Help Prove What You Say

  11. The Visual Presentation–Show and Tell • Increase retention • Reinforce the message • Reduce misunderstanding • Create a unique and lasting impression • Show the buyer that you are a ___________

  12. Visual Aids Help Tell the Story • Appeal to the prospect’s vision with the intent of producing mental ______ of the product’s: • Features • Advantages • Benefits

  13. 1. approach 2. marketing 3. business 4. Testimonials 5. proof results 6. benefit restatement 7. source and facts 8. benefit expansion 9. professional 10. images Answers to Blanks

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