The Presentation is the Heart of the Sale - PowerPoint PPT Presentation

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The Presentation is the Heart of the Sale

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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, – PowerPoint PPT presentation

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Title: The Presentation is the Heart of the Sale


1
The Presentation is the Heart of the Sale
An effective approachallows a smooth transition
into discussing yourproducts features,
advantages,and benefits
2
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
  • Whats in it for your customer?

3
The Salespersons Presentation Mix
4
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.

5
Participation
  • Participation is essential to success
  • Questions
  • Product use
  • Visuals
  • Demonstrations

6
Proof
  • Proof statements build believability
  • Past sales help predict the future
  • The guarantee
  • Testimonials
  • Company proof results
  • Independent research results

7
Proof Statements Help Prove What You Say
8
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

9
Dramatization Improves Your Chances
10
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?

11
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

12
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

13
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

14
Be Prepared for Presentation Difficulties
  • How to handle interruptions
  • Is discussion personal or confidential?
  • Offer to leave the room
  • Regroup your thoughts

15
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 competitions product when necessary

16
Be Prepared for Presentation Difficulties cont
  • Be professional always
  • Where the presentation takes place
  • Could be anywhere

17
Be Prepared for the Presentation
  • The Most Important Part of the Presentation
  • The Practice You Do Beforehand!
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