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Presentation Skills

Presentation Skills. Overview. Types of presentations Formal Group One-on-one Product Demos ( Concentrating on this area ) Purposes To Inform To Persuade - Sales related ( Concentration ). Overview. What you will learn:

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Presentation Skills

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  1. Presentation Skills

  2. Overview • Types of presentations • Formal Group • One-on-one • Product Demos (Concentrating on this area) • Purposes • To Inform • To Persuade - Sales related (Concentration)

  3. Overview • What you will learn: • We plan to concentrate, within 45 minutes, on the actual product presentation • You will learn the persuasive format - theory and practice • We will touch on style, but not much • Read the material -- it is also available on-line at www.chanimal.com

  4. Purpose for the Demo • Our purpose is to persuade the prospect to purchase the product • If we believe that we have the best product to fulfill their needs, then we have a moral obligation to ensure that they begin to benefit from it immediately. • “We can get anything we want in life…if we help others get what they want” Zig Ziglar • Selling is a win-win proposition • Professional selling is transparent • “Everyone likes to buy, nobody likes to be sold”

  5. We Must Sell • The born salesman...

  6. The Sales Process • Steps of the sale • Pre-approach • (qualified show, qualified list, qualified prospect0 • Approach • (prospecting - direct mail, tele”marketing”) • Set-up • (Creating a buying, versus a selling atmosphere--within seconds (don’t take too long)) • Presentation • “Show me the product!” • Close

  7. The Presentation • Read section • Single greatest close is… • Know the product • Persuasive format • Attention - Credibility • Need • Solution • Best solution • Objections • Visualization • Actuate - close

  8. Persuasive Format • Attention • Multimedia • Immediacy, pace, enthusiasm • Others…

  9. Persuasive Format • Need - a problem • Case study • PSII • Need to develop quickly • Need to hire and train people (out of school?) • Need it to be integrated • Others...

  10. Persuasive Format • Solution… CodeWarrior! (the hero)

  11. Persuasive Format • Best Solution…(your examples) • Benefit #1 • Benefit #2 • Benefit #3

  12. Persuasive Format • Overcoming objections • If it comes up most of the time… bring it up first and handle it • Red light, green light closing • “Feel, felt, found” process • Third person testimonials • Possible objections - your examples

  13. Persuasive Format • Visualization • Help them to visualize the benefits of using the product • Screen shots • Ease of use • Visualization • “Imagine…” • “Feel…” • Roller coaster closing • Close high

  14. Persuasive Format • Closing • Read section • ABC’s of closing • Trial close questions • Review 12 points • Additional closing techniques

  15. Say This Your script here Show This Written Demo Script

  16. Written Demo Script • Demo script tips • Never tell what you can show • Always practice your demo script and fill software delays with script • Know your product • Know this persuasive process intuitively

  17. Demonstration • Example...

  18. Conclusion • Demo scripts should sell • Follow the persuasive format • Written format • Show, show, show - don’t tell • Enthusiastic pace • Others...

  19. Q & A Q & A

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