The Presentation

Objectives To make the prospect aware of a problem or a need To prove your proposition would solve that problem or meet that need To prove that you and your company are worthy suppliers To motivate or persuade the prospect to act promptly to solve the problem or meet that need

Building Confidence Personal behaviour Confidence building techniques The guarantee The use of testimonials Show records Plant tours Demonstrations

If you don’t CLEARLY understand and cannot clearly ARTICULATE the difference, you may be LOSING sales to those who can

The Sales Presentation The memorized presentation The formula presentation The Need-Satisfaction presentation The Problem-Solution presentation The group presentation

Other basic Strategies of the presentation Selling should not be a battle Keep the interview friendly Controlling the interview Timing Listening

Situational selling strategies Ignore the static Take a strong positive action The challenge Mitigating circumstances Withdrawal Play for time Change the subject Be a ‘whipping’ boy The interrupted interview

Handling objections Objections are an integral part of the process. It indicates an interest in the presentation. At least they are listening. The dangerous prospect is the one who does not speak at all.

Objections are guideposts to prospect reactions Usually it is a request for additional information It could be a request for further clarification Don’t try to dodge them. It would only make the prospect suspicious. Do not argue with the prospect Avoid irrelevant objections. It is a good idea to handle the objection the moment they are raised However, not all objections are required to be taken up at once. Never magnify an objection. Objections can be stated, hidden, valid, invalid

Determining hidden objections Asking questions ‘What else is bothering you?’ “Honest John’’ technique “Habeas corpus” technique The 4 ‘No’s technique – no need, no want, no money, no hurry Perception - insight

Therefore, anticipate and forestall objections IF you can identify the proper objection, then you can take steps to overcome it, or move on to the next prospect, instead of wasting time Therefore, anticipate and forestall objections

Basic Methods of handling objections Direct denial Indirect denial Boomerang Compensation Question Pass up