1. The Presentation

2. 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

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

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

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

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

7. 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

8. 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.

9. 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

10. 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

11. 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

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