1. Appointments and Planning the Presentation
Module 6
Appointments and Planning the Presentation

2. Linking Solutions to Needs
Salespeople should strive to communicate to the buyer . . .
How the buyer’s needs will be met or how an opportunity can be realized as a result of a purchase.
How the product/service features translate, in a functional sense, into benefits for the buyer.
Why the buyer should purchase from the salesperson as opposed to a competitive salesperson.
If you talk with your prospect about the things that concern him/her, you’ll always have an attentive listener

3. Getting the Appointment
Experienced sales representatives try to schedule appointments in advance
Appointments are efficient
Appointments allow customers to see salespeople at their convenience, and to prepare for such meetings if necessary

4. Setting the Appointment
Most commonly used methods:
Telephone
In-person calls
Letters
Third party introductions
What are the Strengths and weaknesses of each method?

5. Third Party Referral
Third party referral is an extension of the referral technique of prospecting
The satisfied customer may be asked not only to supply names of prospects but also to write a note introducing you to that prospect
This technique is particularly effective in industrial (B2B) situations

6. Types of Sales Presentations
Canned Presentation
Little training is required; inflexible/not customizable; difficult to build trust
Organized Presentation
Extensive training is required; customizable; interactive; fosters trust
Some training is required; customizable while being written but not once delivered; may be perceived as more credible
Written Proposal

7. Canned Presentations Include Scripted sales calls
Memorized presentations
Automated presentations
Should be tested for effectiveness
Must assume buyers’ needs are the same
Hello ___,
My name is _____.
I want to tell you about . . .

8. Written Presentations
The proposal is a complete self-contained sales presentation
Customer may receive proposal and a follow-up call to explain and clarify the proposal.
Thorough assessment should take place before a customized proposal is written

9. Organized Sales Dialogues and Presentations
Address individual customer and different selling situations
Allow flexibility to adapt to buyer feedback
Most frequently used format for sales professionals

10. First Impressions Ask for permission to sit
Never clutter the prospect’s desk without asking for permission
Watch the tone of your voice
Always be courteous but not overly friendly or pushy
Never be presumptuous

11. Opening the Presentation
What makes some salespeople standout?
The best sales professionals know:
How to emphasize benefits in their presentations
The most effective presentations must start and finish with the prospect’s needs and wants as the focus

12. Video – Making Effective Sales Calls
Consider the following questions when watching the video:
What insights from personal/professional selling did you learn from watching this video?
Do you agree with all the advice that the salespeople gave? Why or why not?
What does Elaine Bailey mean by “getting a task to perform” when on a sales call?

13. Sales Dialogue and Presentation Template (Exhibit 6.4)
Section 1: Prospect Information
Section 2: Customer Value Proposition
Section 3: Sales Call Objective
Section 4: Linking Buying Motives, Benefits, Support Information and Reinforcement Method

14. Sales Dialogue and Presentation Template
Section 5: Competitive Situation
Section 6: Beginning the Sales Dialogue
Section 7: Anticipate Questions and Objections
Section 8: Earn Prospect Commitment
Section 9: Build Value through Follow-up Action