Sales and Service Chapter #6.

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Presentation transcript:

Sales and Service Chapter #6

Steps in presenting products and services to a prospective customer 1) Capture the customers attention 2) Create interest in the product 3) Activate desire for the product 4) Encourage action

What are the steps in giving a sales presentation? 1) Approach 2) Demonstration 3) Customer Objections 4) Close

How do we make a good sales presentation? The presenter needs to be well prepared. Gather all necessary information and plan the demonstration. Practice the demonstration before dealing with the customer. Match the benefits of the product or service to the customers needs. Point out the obvious benefits first.

How do we make a good sales presentation? Get the customer involved. Appeal to the customers five senses. Keep communications positive and do not argue Keep the customer motivated. Close the sale when the customer is ready.