The Presentation is the Heart of the Sale

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The Presentation is the Heart of the Sale
An effective approachallows a smooth transition
into discussing yourproducts features,
advantages,and benefits
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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?

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The Salespersons Presentation Mix
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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.

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Participation

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

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Proof

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

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Proof Statements Help Prove What You Say
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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

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Dramatization Improves Your Chances
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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?

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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

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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

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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

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Be Prepared for Presentation Difficulties

• How to handle interruptions
• Is discussion personal or confidential?
• Offer to leave the room
• Regroup your thoughts

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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

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Be Prepared for Presentation Difficulties cont

• Be professional always
• Where the presentation takes place
• Could be anywhere

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Be Prepared for the Presentation

• The Most Important Part of the Presentation
• The Practice You Do Beforehand!