1. Planning the Presentation and Approaching the Customer Module Six

2. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Learning Objectives 1.Discuss the different types of sales presentations and what goes into their planning. 2.Determine when it is best to use the three types of sales presentations. 3.Discuss the importance of using a sales presentation checklist.

3. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Learning Objectives 4.Discuss the importance of planning the initial sales call. 5.Discuss how the sales mix model enhances the planning effort. 6.Explain how to approach and initiate contact with each prospect.

4. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Setting the Stage 1.According to Linda Navarro, CEO of Sonnet Supply, where does a good sales presentation come from? 2.What must salespeople be able to accomplish during a sales presentation? Successful Sales Presentations Require Planning, Customer Focus

5. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer 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...

6. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Organized Presentations Address Individual Customer and Different Selling Situations Allow Flexibility to Adapt to Buyer Feedback Most Frequently Used Format for Sales Professionals

7. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer 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

8. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Types of Sales Presentations Canned Presentation Organized Presentation Written Proposal Little training is required; inflexible/not customizable; difficult to build trust 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

9. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Information Gathering ApproachPresentation Handling Resistance Earn Commitment Follow-up 100% Relative Participation Rate Need Development Need Awareness Need Fulfillment ADAP T Assessment Discovery Activation Projection Transition Select Feature Explain Advantage Lead to Benefits Let Customer Talk S E L L % Time “The Salesperson” Talks/Participates % Time “The Customer” Talks/Participates The Trust-based Selling Process: A Needs-Satisfaction Consultative Model

10. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Proposal Writing Not writing a proposal. Not fully understanding the customer’s business. Missing the buyer’s submission deadline. Producing a proposal with little “drive-up” appeal.

11. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Proposal Writing Not saying anything that really makes a difference. Using a standardized boilerplate approach. No one owning the responsibility or having authority to create quality and effective proposals.

12. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Components of a Written Proposal Needs and Benefits Analysis Company Description Pricing and Sales Agreement Suggested Action and Timetable Executive Summary

13. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Twelve Simple Rules for Writing Double check company names, titles, and individuals’ names. The spelling of words you are not sure of should always be looked up. Do not rely on your word processor’s spelling checker.

14. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Twelve Simple Rules for Writing Write the proposal and get away from it before proofreading. Give your mind some time away from the document so that it will be fresh when it is time to begin the editing process. Proofread and edit for improvements rather than to simply catch mistakes. How can the message be improved in clarity and crispness?

15. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Twelve Simple Rules for Writing Repeat the proofreading process and, when possible, have a third party read for meaning, clarity, grammar, and spelling. A third set of eyes can find problems that the writer often overlooks. Don’t submit your first draft, as it won’t be your best. Use hyphens to avoid confusion, but do not place a hyphen after an adverb that ends with ly.

16. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Twelve Simple Rules for Writing Separate things in a series with a comma, and set off nonessential clauses with a comma. Use that in restrictive clauses, use which in nonrestrictive clauses. (e.g., The sales quota that he announced is too low. He announced the new sales quota, which is too low.)

17. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Twelve Simple Rules for Writing Avoid starting sentences with the words and or but. Use like for direct comparisons; use such as for examples.

18. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Twelve Simple Rules for Writing Use a dash to set off and end a thought in a sentence that differs from the preceding concept or thought. Periods, commas, and question marks go within quotation marks; semi-colons go outside quotation marks.

19. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Sales Presentation Checklist Prospect Information Needs and/or Opportunity Analysis Prospect’s Buying Motives Competitive Situation Sales Presentation Objectives Sales Presentation Planning Specific Features/Benefits Information to support claims Reinforcing verbal content First few minutes ADAPT Method Questions and Objections Prospect Commitment Follow-up Action

20. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer 1.Introduction 2.Need discovery – use questions, careful listening, and confirmation statements to uncover explicit needs 3.Present benefits addressing buyer’s explicit needs Sequence of the Sales Presentation

21. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer 4.Continuation of prior sales calls should start with a summary of earlier calls 5.Pricing issues should not be focused on until the customer’s needs have been defined and addressed Sequence of the Sales Presentation

22. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Sales Mix Model Presentation Pace Presentation Scope Depth of Inquiry Use of Visual Aids Two-Way Communication Prospect

23. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Approaching the Customer: Getting the Appointment Setting appointments... Demonstrates respect for the prospects time. Increases the likelihood of receiving the prospect’s undivided attention. Improves time and territory management.

24. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Approaching the Customer: Starting the Sales Call Introductory Approach Product Approach Benefit Approach Question Approach Referral Approach Compliment Approach Survey Approach

25. IngramLaForgeAvila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 6: Planning the Presentation and Approaching the Customer Discovering Needs – Review ADAPT ssessment Questions ctivation Questions iscovery Questions rojection Questions ransition Questions