Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

The Tree of Business Life: The Beginning The Golden Rule Guided by The Golden Rule:  Begin the presentation with an end in mind  Seek first to understand, then to be understood  Show great caring, confidence, and excitement in your mind, body, and speech by knowing you can help solve problems  Do not give in to the temptation to exaggerate  You will see that trust, integrity, and character win out in the long run I T C Ethical Service Builds T r u e Relationships T TT TTTT TTTT

What Is the Approach?  A ____ shot from the fairway toward the green  Steps a bowler takes before delivering the bowling ball

For the Salesperson What Is the Approach?  The time from when the salesperson first ____ the buyer to the beginning of the discussion of the product.

The Approach  Could last seconds or minutes and involves:  Meeting  ________  Rapport Building  One of the approach communication techniques discussed in this chapter

The Approach Is:  The ___ step in the sales presentation  The ___ step in the selling process

Exhibit 10-1: The Approach Begins the Sales Presentation  The sales presentation method determines how you open your presentation 10. Follow-up & Service 10. Follow-up & Service 9. Close 9. Close 8. Trial close 8. Trial close 7. Meet objection 7. Meet objection 6. Determine objection 6. Determine objection 5. Trial close 5. Trial close 4. Presentation 4. Presentation 3. Approach 3. Approach 2. Preapproach/Planning 2. Preapproach/Planning 1. Prospecting/Customer 1. Prospecting/Customer

Select Your Presentation Method and Then Your Approach Approach Presentation

The Approach Step of the Sales Presentation  Is ____ when you begin discussing the product itself

Let’s Summarize! The Salesperson:  Meets  Greets  Builds Rapport  Goes through the ________  Discusses the product  Discusses the _________ plan  Discusses the ________ proposition  Closes – asks for the order

The First Impression You Make Is Critical to Success  Your _____ impression is projected by:  Appearance  Attitude  You only have ___ chance to make a favorable first impression

Approach Techniques and Objectives  Opening with a _________  Opening with a demonstration  Opening with a question or questions

Exhibit 10-5: The Approach Techniques for Each of the Four Sales Presentation Methods

Objectives of Both Statement and Demonstration Approach Techniques  Attention  ________  Transition

The Approach Leads Quickly Into the Sales Presentation

Exhibit 10-6: Approach Techniques for Opening the Presentation

Opening With Statements  Introductory approach  Complimentary approach  Referral approach  Premium approach

Demonstration Openings  Product approach  Showmanship approach

 Most common openers  Customer benefit approach  Curiosity approach  Opinion approach  Shock approach Opening With Questions

Exhibit 10-10: A Popular Multiple-Question Approach Is the Spin  Remember, the product is not mentioned in SPIN

Is the Approach Important?  ___ it is!  Salespeople need several approach techniques that have worked in the past to select the approach for a current situation

Remember to Select Your Presentation Method and Then Your Approach Approach Presentation

Answers to Blanks 1.golf 2.sees 3.Greeting 4.1 st 5.3 rd 6.over 7.approach 8.marketing 9.business 11.first 12.one 13.statement 14.Interest 15.Yes