Carefully Select Which Sales Presentation Method to Use McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc All Chapter Main Topics        8-4  The Tree of Business Life: Presentation Sales Presentation Strategy Sales Presentation Methods–Select One Carefully The Group Presentation Negotiating So Everyone Wins Sales Presentations Go High-Tech Select the Presentation Method, Then the Approach Let’s Review before Moving On! Chapter The Tree of Business Life: Presentation vic Et h ic al r Se T T T T T TT T T T T Builds True e Relationships T I C Guided by The Golden Rule: Rule  Master the art of creating effective sales presentations  Have fun presenting your product  Select your presentation method based on:  Prior knowledge of customer  Sales call objective  Customer benefit plan  You will see that ethical service builds true relationships The Tree of Business Life: Presentation vic Et h ic al r Se T T T T T TT T T T T Builds True e Relationships T I C  No matter who a salesperson meets with, their purpose is the same – to help the person or organization  By taking time to carefully select the best presentation for the group the salesperson is meeting with, he or she will be better able to meet their needs, thus serving them better (3) Approach - (4) Presentation The Third Step in the Sales Process (Approach) is the First Step in the Sales Presentation The Sales Presentation  Completely and clearly explains all aspects of the salesperson’s proposition as it relates to a buyer’s needs There are Several Sales Presentation Methods and You Must Select One According to Your:  Prior knowledge of the customer  Sales call objective  Customer benefit plan The Sales Process  A sequence of actions taken by the salesperson which leads toward the customer taking a desired action and ends with follow-up to ensure purchase satisfaction Exhibit 8-1: The Third Step in the Sales Process is the First Step in the Sales Presentation  The sales presentation method determines how you open your presentation What Is the Best Presentation Method?  Memorized – short time simple product  Formula – repeat purchases; when you know prospect’s needs  Need-Satisfaction – need to gather information from prospect first  Problem-Solution – high-cost tech products; several calls and business proposal The Group Presentation  May be less flexible than a one-on-one meeting  The larger the group, the more structured your presentation The Group Presentation Give the proper introduction a State your name b State your company c Explain in clear and concise sentence the premise of your proposal Establish credibility a Give brief history of your company Provide an account list a Have copies of an account list available for attendees The Group Presentation State your competitive advantages a Right up front, succinctly tell the group where your company stands relative to the competition Give quality assurances and qualifications a Get group on your side by stating guarantees in the beginning b Show pride in your product c Give your company’s qualifications and credentials Cater to the group’s behavioral style a A group exhibits an overall or dominant style b The group has a decision-making mode that characterizes one of the four behavioral styles Negotiating So Everyone Wins  Many salespeople negotiate during the confirming phase of the sale  Phases of negotiation  Planning  Meeting  Studying  Proposing Negotiating so everyone wins Phases of negotiation Planning – know how your company compares to the competition Meeting – you start building the relationship by proving you are someone who is credible, trustworthy, and hopefully the type of person your prospect likes doing business with Studying – looking at the big picture for benefits you can provide Proposing – tie in features and advantages to benefits and emphasize unique benefits Sales Presentations Go High Tech  Videos  CD-ROMs  Satellite conferencing  Computer hardware and software Select the Presentation Method, Then the Approach  Know which method to use before developing the presentation  Plan the presentation  Select the approach/opening The Golden Rule Makes Sense  Its use sets you apart from all of the other salespeople who only want to make a sale and a fast dollar  Treat your prospects and customers as your business neighbors Let’s Review Before Moving On!  It’s important to know that:  Top performing salespeople use parallel dimensions of selling to plan, create, and execute their presentation  Parallel dimensions interact Discussion sequence Selling process Buyer’s mental steps Exhibit 8-11: The Parallel Dimensions of Selling Discussion Sequence Discuss Product Show Feature Explain Advantage Lead into Benefit Let Customer Talk Present Marketing Plan Presentation Discuss Product Present Marketing Plan Explain Business Proposition Suggest Purchase Availability, Delivery, Guarantee, Merchandising, Installation, Maintenance, Promotion, Training, Warranty Selling Process Prospecting Money Authority Desire Buyer’s Mental Steps Preapproach Approach Attention Interest Presentation Desire Trial Close Determine Objections Explain Business Prop List Price, Shipping Cost, Discounts, Financing, ROI, Value Analysis Meet Objections Conviction Trial Close Suggest Purchase Product, Quantity, Features, Delivery, Installation, Price Close Follow-up & Service Action (Purchase) Let’s Review Before Moving On!  What you talk about in a presentation?  Product  Marketing Plan  Business Proposition  Suggested Purchase Let’s Review Before Moving On!  Once you master the dimensions of selling, you will be able to:  Make a professional sales presentation in any situation  Show a recruiter or your sales manager that you understand the sales process  Train other people to become sales professionals  Know that in a role as a consultant, you can quickly understand the present selling process and sales program that an organization and its sales force will like and that will help them increase sales Summary of Major Selling Issues  You must master the art of giving a good sales     presentation The sales presentation method selected should be based on prior knowledge of the customer, your sales call objective, and your customer benefit plan Show that you have a right to present your product because it has key benefits for the prospect Many different presentation methods are available There is no one best method; each one must be tailored to meet the particular characteristics of a specific selling situation or environment End of Chapter McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc All Chapter ... plan  You will see that ethical service builds true relationships The Tree of Business Life: Presentation vic Et h ic al r Se T T T T T TT T T T T Builds True e Relationships T I C  No matter... prospect’s needs  See a need for the prospect to talk more  Have a complex selling situation such as: Selling a technical product Selling to a group ... to Use McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc All Chapter Main Topics        8- 4  The Tree of Business Life: Presentation Sales Presentation Strategy Sales