4.03 B Pre-sales activities and sales presentations

Why salespeople should conduct pre-visit research  To better understand the needs and wants of the customer  To come across as knowledgeable to the prospect Factors about a prospect that are useful in sales situations  What are his/her goals  What benefits are important to him/her Sources for pre-visit research that provide company information that can be useful in sales situations  Database, prospect’s website, other suppliers, lower level employees of the client company Pre-Approach & Pre-Visit Research

How to use collected pre-visit research during a sale  Prepare a presentation  Demonstrate how your product solves their problems and meets their needs How to conduct pre-visit research  Research the company on the internet  Check the financial records (publicly traded)  Make some calls or pre-visits Pre-Approach and Pre-Visit Research

Benefits to booking appointments with prospects Client has set time aside for you Client will be prepared to meet with you Importance of the introduction when calling to set up a sales appointment Client must understand who you are and who you represent What to include in the introduction when calling to set up a sales appointment Your name, the company’s name and the products you will be presenting as well as the benefits of the products to the client/prospect. Confirm with whom you will be meeting The Introduction to the Approach

Factors that influence what to say when calling to set up a sales appointment.  Familiarity with the person and company  Your company’s position in the industry  Prior experience Barriers encountered when attempting to book appointments with prospective clients.  The “gate keeper”  Too busy, changing dates and times, change in whom you are meeting with The Introduction to the Approach

Reasons for preparing for a sales presentation  Increase chances of successfully selling  Understand the client and their needs Factors about the customer/client that should be determined prior to making a sales presentation  Who are your current vendors?  Who is the decision maker?  How fast are decisions made? Factors that affect the preparation needed for sales presentations  History with the client (Good or bad? Previous orders and satisfaction, what can the product do for them?) Preparation needed for sales presentations  Know the needs of the client  Practice, Practice, Practice  Identify and correct distracting mannerisms of presenter Sales Presentations

 1. Scratching ourselves  2. Bite or licking our lips  3. Play with or stroking hair, mustache or beard  4. Picking teeth, fingernails or cuticles  5. Adjusting glasses, hair or clothing  6. Clicking pens  7. Bending paper clips or playing with rubber bands  8. Drum our fingers or tapping our feet  9. Whole body movements such as rocking, swaying or pacing  10. Jiggling pocket change  11. Clearing our throats  12. Frowning in concentration  13. Yawning with the mouth wide open  14. Twisting a ring, or removing and replacing it Article Source:

Ways to prepare for a sales presentation  Set up the information and demonstration  Have ALL your materials  Practice, practice, practice Sales Presentation Prep

Characteristics of effective software sales presentations  Color, motion, clear and concise, large font/type  Key terms, not too wordy Purposes of using presentation software packages to support sales presentations  Bring the conversation alive  Offer discussion points  “A picture is worth a thousand words” Presentation Software

Ways salespeople use presentation software packages to support sales presentations  Introduce the product and new ways to use it  Build discussion / make it more understandable How salespeople use online sales presentations  Generate interest, offer information, promote products Procedures for creating a software presentation to support sales presentations  Use large Font/Type for easy viewing  Visual aids should only be used if they support your message